Sales Compensation For Consulting Firms
Every firm reaches a point where it can't keep growing on the founder's own selling alone. The time comes when you need to make your first sales hire.
The thing is, most founders have never actually broken down what selling means at their firm, so when it's time to hire, they struggle to know who to hire, let alone what to pay them. In this episode, Mark and Dominique lay out the three components of successful sales in a growing firm, and turn that into a framework for making both calls.
Projectworks CEO Mark Orttung has built his career growing and selling both consulting firms and technology companies.
Projectworks CCO Dominique Rennell advises global consulting firms on how to scale their growth and operations effectively.
What you'll get from this episode:
- The point at which founder-led sales stops working, and what to do about it
- The three roles behind every sales job, opening doors, running the pilot, and farming the account
- What to recruit for once you're ready to hire
- How to compensate a sales person the right way
- The most common mistakes firms make with sales, and how to avoid them
- What to measure to know your first sales hire is on track
Sales Compensation For Consulting Firms
Every firm reaches a point where it can't keep growing on the founder's own selling alone. The time comes when you need to make your first sales hire.
The thing is, most founders have never actually broken down what selling means at their firm, so when it's time to hire, they struggle to know who to hire, let alone what to pay them. In this episode, Mark and Dominique lay out the three components of successful sales in a growing firm, and turn that into a framework for making both calls.
Your Z-Suite for this session:
Projectworks CEO Mark Orttung has built his career growing and selling both consulting firms and technology companies.
Projectworks CCO Dominique Rennell advises global consulting firms on how to scale their growth and operations effectively.
What you'll get from this episode:
- The point at which founder-led sales stops working, and what to do about it
- The three roles behind every sales job, opening doors, running the pilot, and farming the account
- What to recruit for once you're ready to hire
- How to compensate a sales person the right way
- The most common mistakes firms make with sales, and how to avoid them
- What to measure to know your first sales hire is on track
Join Mark and Dominique for this live discussion:
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