Foreword Neil Rackham

Acknowledgments

Introduction



Part I The Sales Hiring Formula

Chapter 1 Uncovering the Characteristics of a Successful Salesperson



Chapter 2 Five Traits Great Salespeople Have and How to Interview for Them

Coachability
Curiosity
Prior Success
Intelligence
Work Ethic


Chapter 3 Finding Top-Performing Salespeople

Build a Recruiting Agency within Your Company
Find Quality Passive Sales Candidates on LinkedIn
Find Quality Passive Sales Candidates through Your Team: The "Forced Referral"
Understand the Sales Talent Pool in Your Area


Chapter 4 The Ideal First Sales Hire



Part II The Sales Training Formula

Chapter 5 Setting Up a Predictable Sales Training Program

Defining the Three Elements of the Sales Methodology: The Buyer Journey, Sales Process, and Qualifying Matrix
Create a Training Curriculum around the Sales Methodology
Adding Predictability to the Sales Training Formula
Constant Iteration on the Sales Process


Chapter 6 Manufacturing Helpful Salespeople Your Buyers Trust

Train Your Salespeople to Experience the Day-to-Day Job of Potential Customers
Enable Your Salespeople to Build Their Personal Brand with Potential Customers Using Social Media


Part III The Sales Management Formula

Chapter 7 Metrics-Driven Sales Coaching

Implementing a Coaching Culture throughout the Organization
Creating the Coaching Plan Together with the Salesperson
Examples of Metrics-Driven Skill Diagnosis and Coaching Plans
"Peeling Back the Onion"
Measure the Coaching Success


Chapter 8 Motivation through Sales Compensation Plans and Contests

Criteria to Evaluate a New Commission Plan
Involve the Sales Team in Compensation Plan Design
Promotion Tiers: Removing the Subjectivity from Promotions and Compensation Adjustments
Using Sales Contests to Motivate the Team
The Best Contest I Ever Ran


Chapter 9 Developing Sales Leaders--Advantages of a "Promote from Within" Culture

Prerequisites for Leadership Consideration
From the Classroom to the Real World
Common Potholes from New Sales Managers


Part IV The Demand Generation Formula

Chapter 10 Flip the Demand Generation Formula--Get Buyers to Find You

How Can Your Business Rank at the Top of Google?
This Does Not Happen Overnight
Create a Content Production Process
Complement Content Production with Social Media Participation
Long-Tail Theory
Chapter 11 Converting Inbound Interest into Revenue
Marketing's Role in Converting Interest into Revenue
Sales' Role in Converting Interest into Revenue


Chapter 12 Aligning Sales and Marketing--The SMarketing SLA

The Marketing Service Level Agreement (SLA)
The Sales Service Level Agreement (SLA)


Part V Technology and Experimentation

Chapter 13 Technology to Sell Better, Faster

Accelerate Lead Sourcing with Technology
Accelerate Sales Prospecting with Technology
Accelerate Lead Engagement with Technology
Automated Reporting with Technology


Chapter 14 Running Successful Sales Experiments

Generating Ideas for Experiments
Best Practices of Experiment Execution


Chapter 15 HubSpot's Most Successful Sales Experiments

The HubSpot Value Added Reseller (VAR) Program
GPCT


Chapter 16 Conclusion: Where Do We Go from Here?



Index

Description
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.