Book · 250 pages

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

Mark Roberge Paid Intermediate

Roberge built HubSpot's sales org from zero using data instead of instinct, and this is his framework for hiring, training, and managing reps once founder-led sales ends. The hiring formula chapter is directly useful for writing a scorecard for your first sales hires.

  • Score candidates against traits that actually predicted success at your company, not a generic profile.
  • Structured onboarding gets a new rep to full productivity faster than shadow me and figure it out.
  • Data on where reps get stuck tells you more than gut feel about who to coach or let go.
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The question it answers

  1. When do I know it's time to hire a salesperson instead of doing it myself?

Read with it

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