The Science of Building a Scalable Sales Team
Harvard Business Review
JULY 12, 2012
When I came to HubSpot five years ago, I had never run a sales team, so I didn't know the conventional techniques that sales managers use. After 12 months, 500 interviews, and 20 hires, I hired a graduate student from MIT to run a regression analysis, correlating the interview scores to success in our sales funnel.
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