How to Monitor and Guide Your Sales Team with The Growth Machine

[Ehsanuls55]

Before we dive into the ins and outs of how to guide the evolution of your sales team with The Growth Machine (LGM), there’s one key question to address: Who initiates the campaigns and who manages the conversations?

Typically, the salesperson is the one who handles these conversations. However, there are scenarios where a dedicated person takes on this role.

Example

We usually launch campaigns related to LGM, through LGM, let's say for example a vp facility manager email list multi-channel prospecting sequence aimed at generating leads.

These campaigns are usually launched from several different Higher-Up accounts, but they are managed by just one person: our Head of Sales, Adrien. He is the one who initiates and oversees everything related to these campaigns; from writing to managing responses, etc.

But here’s the catch: When it comes to other companies, who launches these lead generation campaigns ? Do the salespeople themselves do it, or do they rely on a growth hacker who hunts for new leads of all kinds?

The two types of sales management:
Let's explore both scenarios to understand how LGM fits into the equation.

Sales reps looking for their own leads :
If your sales development reps (SDRs) are responsible for sourcing their own leads on a weekly basis, LGM makes it easy to ensure they stay on track.

You can monitor your activity within each of your campaigns, at the identity record level, the number of actions they have executed, the number of leads generated and activated, etc.

This will ensure that they keep the prospecting engine running regularly, in step with your prospecting work.


Let's say they don't keep the proverbial (prospecting) machine running for two or three weeks because they're already dealing with an overwhelming amount of opportunities. They'll quickly find themselves in a prospecting void after that because it's work that needs to be done continuously.

Centralized lead assignment:
In more advanced organizations, a Growth Manager or Outbound Manager might create prospect lists and distribute them to the sales team.