Not planning far enough in advance

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A properly aligned sales and marketing team is a pre-requisite to a healthy business. Quantify the deliverables that marketing and sales should commit to one another. At HubSpot, we call this agreement the Sales and Marketing Service Level Agreement.

For example, marketing will deliver 1,500 leads per quarter that are contacts from Fortune 5000 companies within the retail, manufacturing, or technology industries. Sales will call these leads within 2 hours and convert 20% of them into sales pipeline within 30 days.

Measure the SLA progress and share the report daily with the entire team. You are now empowered to manage your sales and marketing funnel every day!

Mistake #4:
It takes 60-days to hire a new sales person, 90-days to ramp them to bahrain telegram data full productivity, and a four-month sales cycle to close a deal. If anything, these time frames may be on the aggressive side.

Yet, even with these assumptions, it takes nine-months from the decision to hire a new salesperson to the time when they are fully productive. Most of the hiring you are doing now is driving next year’s results. Plan ahead.

Mistake #5: Making forecasting, rather than coaching, the sales manager’s primary focus
Many sales managers spend the majority of their time managing the sales forecast and pipeline. This is a lost opportunity. Managers should spend the majority of their time coaching and developing their sales people.