If you are a new VP of sales or head of a sales organization, you are more than ready to start driving results for your sales organization. Your execution plan depends on the current state of your organization. Perhaps you need to hire more reps or build an enterprise sales team. Or maybe, there’s been flat-line growth for the past two years and you’ve been brought in to fix it. The big question is where do you start? We've outlined six key focus areas below. This isn't an exhaustive list, but should get you going in the right direction.
1. Financial Information
What is the financial history of the company?
What are the short and long-term targets?
What are the internal revenue drivers? (e.g., demand gen, sales by type)
2. Target Market
What are the key market segments within the total addressable market?