Designing a Sales Org for a High-velocity Sale

Lori is currently the Global Head of Business Development at Cloudflare. She has built high-velocity sales teams at companies across the growth spectrum, from joining early startups as the first sales hire to helping public companies achieve revenue targets of $1B. In this guide she outlines how high-velocity sales teams should design their sales org, set up their processes and leverage tech tools to drive efficiency and productivity.

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Questions covered in this guide:

What’s different when it comes to a high-velocity sale (vs. traditional field sales)?

What are the roles that make up the high-velocity go-to-market org?

At what stage should you start to add each role?

What are the key responsibilities of the sales leader (or founder pre-sales leader)?

What does a high-velocity sales cycle look like (stages, length)? 

For inbound, how should you score or qualify inbound leads to spend time in the right places? 

For outbound, how can you systematically help reps be more productive and effective? 

What are valuable tools in the tech stack of a high-velocity team? 

What meetings or activities should a high-velocity sales leader conduct regularly with their team? 

What should you consider when assigning territories or market segments to different reps or teams? 

When you hire AEs for a high-velocity team, what should you look for (and where)? 

What should ramp and onboarding look like for high-velocity AEs? 

What should comp look like for high-velocity sellers?

What metrics do you measure on a monthly, quarterly, or annual basis?

How long and how big can high-velocity deals be? 

What are the most important pieces to get right? 

What are the common pitfalls?

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