Sales Secrets

The Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen Apttus provides quote to cash solutions on the Apttus intelligence cloud. Since it's inception in 2006 Apttus has experienced rapid growth and was valued in 2016 at over one-billion dollars. Bootstrapping in the early days the company started with one and grew to 100 sales development reps in 18 months. Kent Venook, Director of Global Sales Development discusses his six lessons learned from accomplishing this amazing task. 1) Standardization of process In the early days, reps were each doing their own thing. It was more of a cowboy town than a well-oiled machine. Visualizing the process on a white-board and looking for areas of optimization, the team was able to move to a scalable process that each rep followed. 2) Key KPIs After a lot of debate, the team standardized on sales accepted opportunities as the primary metric to have sales development reps focus on. Although, Apttus runs an account-base