BEST BOOK ON OPERATING PHASE OF SEARCH
What are the best books you’ve read on the operating phase of search. For example, books covering subjects like small business strategic planning, building a sales team from scratch, etc.
What are the best books you’ve read on the operating phase of search. For example, books covering subjects like small business strategic planning, building a sales team from scratch, etc.
Performance Management and Thinking Strategically are two foundational titles with some great chapters applicable for small business.
As for building a sales team from scratch, I haven't got any specific titles. There are lots of considerations: sales strategy, lead sources, hunter/farmer mix, compensation model, performance management, your own strengths/weaknesses etc.
In my experience a common mistake is adding bodies to add sales when there are diminishing returns without the right funnel and segmentation strategy.