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A Summary of

5 lessons learned starting a new team within our sales organization

by
Pete Prowitt
Intercom
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Relentlessly Measure Impact

  • Make sure the time and effort required to achieve your goals are worth it.
    • Requires seeing a big enough impact on customer expansion to justify the cost for additional headcount.

Have a Bias Toward "Yes"

  • Comedians make "yes, and" statements to help them take a concept and build on it in creative ways.
  • Similarly, starting a new sales team requires taking a hypothesis and constantly evolving it.
    • Change your hypothesis as info. emerges.
    • Lean toward "yes, and" statements.

Hire for Ownership

Hire relationship managers who think and operate like business owners.

Channel Your Inner MacGyver

You'll need to be extremely resourceful when starting a new sales team because they usually operate without the same level of cross-functional support that established teams enjoy.

Find Your Village and Cultivate It

Seek out and invest in fostering a positive relationship with your teammates because you will need their help in the future.

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