Revenue, Sales Funnel and Sales Management

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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. Early on in this role, I defined the following mission for myself: "Scalable, predictable revenue growth." Five years later, my team is now 200 employees strong. The hiring began.

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