Sales

Role in Repeatable
Sales is about turning that consistent lead flow into booked revenue. You establish a formal pipeline process, break it into stages, and track KPIs like close rate, average deal size, and sales cycle length. There’s a strong emphasis on repeatable methodologies (e.g., a standard discovery call format).

Objectives
You aim for stable revenue growth, hitting monthly or quarterly targets. The sales team also starts to specialize—some reps might handle SMBs (small and medium-sized businesses), while others tackle mid-market or enterprise. The objective is to ensure coverage for a broader portion of the TAM.

Areas of Specialization
Sales might include an inside sales team for smaller accounts and field reps or enterprise AEs for bigger deals. A sales ops role may emerge to manage CRM hygiene, pipeline metrics, and compensation plans.