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October 06, 2020

Ep 14: Building a Healthy Sales Organization (with Chris Cummins, CRO, Appcast)

25 minutes

AGS has created the Sales Organization Health Assessment, a series of questions to benchmark the Health of your Sales Operation against other, similar organizations. On this Podcast, Kyle talks with Chris Cummins, CRO at Appcast, about what the healthiest Sales Organizations are doing. Appcast is the industry leader in Programmatic Job Advertising, and has a diverse team spanning Business Development, Marketing and Account Management Roles.

Chris and Kyle talk about a huge range of topics:

Having a Sales Plan - From the CEO, CRO, VP of Sales, all the way to Sales Reps

Aligning Reps to the Sales Plan - Ensure their goals are communicated CLEARLY and without clutter

Shared Goals between Sales and Marketing - Could be multiple podcasts worth of content, but they have to be working together

Performance Management

Training and Development - Ongoing Skills training, Podcasts, Books, Leadership Led Sessions

Defined Sales Process - Don't just define, but share and revisit OFTEN

Hitting Revenue - This is the overall metric, but can't be the single guiding metric.

Check out the latest episode, and take the Sales Organization Health Assessment HERE

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By AGS