My 3-Part Proven Process For Building A World-Class Enterprise Sales Team

I got off the phone with a brilliant founder last night who has decided to “do enterprise sales” because she had experience working for a mega-brand and recognized a gap in the market as a result.

This process of arriving at or deciding to pursue enterprise sales is pretty common in the startup world.

However, I can say from first-hand experience that building the team you’re thinking of will be different than your expectations. And it will morph again when you have a few clients under your belt and continue to evolve as you get a foothold.

I’ve been fortunate to have the opportunity to both be part of and build my own enterprise sales teams throughout my career — and I continue to help others do this today through my recruiting firm.

Here are the three keys to success for the top-performing teams I’ve been on.

World-Class Sales Leadership

The first and most important part of building a world-class enterprise sales team is you as a leader.

I say this all the time, but it bears repeating here: “It always starts from the top down.” I’ve personally seen (and experienced) many businesses with huge potential in the enterprise market tank their efforts…