The Sales Acceleration Formula
Você quer transformar seu departamento de vendas em uma máquina previsível de receita? Conheça a fórmula usada pela HubSpot para chegar ao bilhão. Aprenda a contratar os talentos certos, padronizar treinamentos e usar dados para escalar seu negócio com eficiência máxima e sem achismos.
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Who it is for
Líderes de vendas, empreendedores e gestores que desejam escalar seus times comerciais usando ciência, métricas e processos de alta performance.
About the Author
Mark Roberge is a full professor of the Business Management Unit at Harvard Business School and teaches sales and business marketing in the MBA program. Before HBS, Mark served as SVP Global Sales and Services at HubSpot, where he scaled annual revenue of $ 0 to $ 100 million and expanded his team from 1 to 450 employees. Mark ranked 19th in the Top 5 of Forbes social sellers around the world. He was also awarded as Salesman of the Year in 2010 at the MIT Sales Conference. He is active in many startups as a board member, member of the advisory board and angel investor. The author received his MBA from the MIT Sloan School of Management and a B.A. in Mechanical Engineering from Lehigh University. It was featured in the Wall Street Journal, Forbes Magazine, Inc. Magazine, Boston Globe, TechCrunch, Harvard Business Review and other major publications for entrepreneurial ventures. Mark is the author of the best-selling The Sales Acceleration Formula.
View author profileLessons
- O sucesso em vendas é fruto de processos replicáveis, não apenas de talentos individuais.
- Contrate pessoas com sede de aprendizado; a habilidade de ser treinado supera a experiência.
- Transforme seus vendedores em consultores que resolvem problemas reais dos clientes.
- Ajuste o plano de remuneração para alinhar o esforço do time aos objetivos atuais do negócio.
Key Takeaways
- Escalar vendas de zero a 100 milhões de dólares usando uma abordagem baseada em dados.
- Contratação científica focada em atributos como coach-ability, curiosidade e inteligência.
- Treinamento padronizado que coloca o vendedor no lugar do cliente para gerar valor real.
- Alinhamento estratégico entre Marketing e Vendas via SLA para garantir leads previsíveis.
- Gestão focada em coaching individualizado, analisando as métricas de cada etapa do funil.
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