It starts with the people. Develop a culture rooted in a strong sense of purpose and deeply motivated by a bold vision. Take great care of your team and they will take great care of your customers. Perform an alignment process for the company, team, individual roles, and every strategic project.

It's hard to scale when the recruiting machine is slow to boot up. Developing an on going system of recruiting and referrals that attracts the best talent, allows you to get to know them outside of a 45 minute interview, and challenges everyone to confirm the win win fit. Leverage the candidate analysis (Skills, Character, Experience, Results).

Define the success criteria from existing customers to understand your ideal customer profile. Combine with firmographic data to identify the top 50, 250, 1000 accounts that match these profile attributes. Build into ABM program.

A balanced approach to creating smart territory assignments combined with quota and capacity planning looking 8 quarters out. Re-balance annually.

Nail the experience. Make every touch an amazing customer experience. Be different, standout, be authentic, have fun with your customers. Your customers should constantly be saying, "I hope my team is doing what you just did." Our discovery process is smart, authentic. Our content is uniform, easy to find, and the team is certified on it.

You get what you pay for. Pay a competitive salary and develop a simple but highly accelerated comp plan to inspire and reward great performance. At a minimum, 70% of the team should be exceeding quota each quarter in order to have a winning revenue organization.

Churn kills. Customer obsession starts with great service, experiences, and the right product. End every customer call with, "What is one thing we could do to make xyz even better." Develop simple systems that allow this data to flow quickly throughout the organization.

From the moment the offer letter is signed, the training experience begins. Develop robust and challenging certifications to deeply develop and certify your team. Mix learning environments with real customer interactions.

Design a sales process that acts like a formula. When followed, the outcome should be predictable, consistent, and successful. Each stage must have a clear goal and exit criteria.

Run an accurate pipeline review weekly with rigorous MEDDPIC qualification methodology to identify the key deals that need support.

Recognize the hard work, collaboration, and accomplishments that move the business forward each month, quarter, and year. You should be able to see, feel, and hear the momentum all around you. Win alerts, balloons, achievement awards, excellence club trips etc.