It's a Heresy - a guide to building and managing high-performing sales teams
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This document discusses building and scaling high-performing sales teams. It describes the author's experience growing the sales team at Stack Overflow from 1 person to over 30. It details the tools and rituals used, including sprint reviews to track pipeline progress, standups for status updates and problem solving, and monthly retrospectives for continuous improvement. The goal is to share lessons about structuring teams effectively and fostering a collaborative, learning culture that can sustain rapid yet controlled growth over time.
It's a Heresy - a guide to building and managing high-performing sales teams
- 1. Its a A guide to building & scaling high-performing sales teams Dimitar Stanimiroff @Stanimiroff @HeresyHQ
- 2. Managing Director EMEA 2011 2016 Founder & CEO
- 5. 1,197lbs
- 7. Groups are remarkably intelligent and are often smarter than the smartest people in them.
- 10. 2009, Guadalajara, Mexico It all begun in
- 11. Aug 2011, NYC Feb 2015, London Building the sales team at Stack Overflow
- 12. Sep-11 Nov-11 Jan-12 Mar-12 May-12 Jul-12 Sep-12 Nov-12 Jan-13 Mar-13 May-13 Jul-13 Sep-13 Nov-13 Jan-14 Mar-14 May-14 Jul-14 Sep-14 Nov-14 Jan-15 Mar-15 May-15 Jul-15 Sep-15 Nov-15 Jan-16 Average YoY Growth 2011 2015 Average Attrition Rate in Sales Team 130% 0.87%
- 13. Sep-11 Nov-11 Jan-12 Mar-12 May-12 Jul-12 Sep-12 Nov-12 Jan-13 Mar-13 May-13 Jul-13 Sep-13 Nov-13 Jan-14 Mar-14 May-14 Jul-14 Sep-14 Nov-14 Jan-15 Mar-15 May-15 Jul-15 Sep-15 Nov-15 Jan-16 Sept 11 Mar 12 Team Size 1
- 14. Sep-11 Nov-11 Jan-12 Mar-12 May-12 Jul-12 Sep-12 Nov-12 Jan-13 Mar-13 May-13 Jul-13 Sep-13 Nov-13 Jan-14 Mar-14 May-14 Jul-14 Sep-14 Nov-14 Jan-15 Mar-15 May-15 Jul-15 Sep-15 Nov-15 Jan-16 May 12 Mar 13 Team Size Team Structure 4 Team Lead Manager Director
- 15. Sep-11 Nov-11 Jan-12 Mar-12 May-12 Jul-12 Sep-12 Nov-12 Jan-13 Mar-13 May-13 Jul-13 Sep-13 Nov-13 Jan-14 Mar-14 May-14 Jul-14 Sep-14 Nov-14 Jan-15 Mar-15 May-15 Jul-15 Sep-15 Nov-15 Jan-16 Apr 13 Jun 14 Team Size 4-20 Team Structure Team Lead Manager Director
- 16. Sep-11 Nov-11 Jan-12 Mar-12 May-12 Jul-12 Sep-12 Nov-12 Jan-13 Mar-13 May-13 Jul-13 Sep-13 Nov-13 Jan-14 Mar-14 May-14 Jul-14 Sep-14 Nov-14 Jan-15 Mar-15 May-15 Jul-15 Sep-15 Nov-15 Jan-16 Jul 14 Feb 16 Team Size 20-35 Team Structure Team Lead Manager Director and beyond
- 17. The Tools
- 22. The Rituals
- 23. Start with a quick review of the previous sprint - focus on results and aim to bring everyone up to speed on pipeline progress Sprint Review
- 24. Short weekly meeting held at the beginning of each sprint. During the Standup, each team member answers the following 3 questions: (1) What deals did you work on/close in the previous sprint; (2) What deals are you working on during the current sprint; (3) Do you have any blockers. Great for solving problems collectively and building strong team cohesion. Standup
- 25. Heavy focus on continuous improvement; it encourages the team to continuously innovate and try new things. Enforces the teams decentralisation and enables efficient systematic learning on a company wide-level. Monthly Retrospective
- 26. At Stack Overflow, we went from this... to this...
- 27. Heresy is the next step in this journey