The Sales Acceleration Formula (Review and Analysis of Roberge's Book)

By BusinessNews Publishing

The must-read summary of Mark Roberge's book: "The Sales Acceleration Formula: Using Data, Technology and Inbound Selling to Go from $0 to $100 Million".

This complete summary of the ideas from "The Sales Acceleration Formula" shows that, contrary to popular belief, sales management needn't be an art form; it is possible to use a formula to create the strongest possible sales team. Roberge was an engineering major and so he approached sales like an engineer would; with processes and metrics. Using this approach, he managed to increase HubSpot's revenue by 6000% over the course of six years. Throughout his time in sales, he came up with five components to ensure you too can always reach your sales targets. From hiring to training, this summary will take you through each step of the formula and explain exactly how you can apply it to your team and accelerate your sales today.

Added-value of this summary:
• Save time
• Understand key concepts
• Expand your sales skills

To learn more, read "The Sales Acceleration Formula" and learn how to accelerate your sales in just a few short steps!

• Language: English
• Publisher: Business Book Summaries
• Release date: Jul 20, 2016
• ISBN: 9782511041154

Book preview

Book Presentation:

The Sales Acceleration Formula

by Mark Roberge

Summary of The Sales Acceleration

Formula (Mark Roberge)

Book Abstract

MAIN IDEA

The prevailing paradigm is that sales management is more of an art form than a science.

Don't tell that to Mark Roberge. While still a student at MIT, he was asked by some fellow students who were in the process of starting a new company to head up their sales team – or perhaps more correctly to be their entire sales team.

With no experience whatsoever in sales, Roberge approached the challenge like any good engineer would. He used a metrics-driven, process-oriented approach to building sales based around five components which seemed logical to him:

That startup ended up being HubSpot and using these five components, Mark Roberge ended up growing HubSpot's revenues from $0 to $100 million in sales and from 1 to 450 employees.

In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.

– Mark Roberge

About the Author

MARK ROBERGE is Chief Revenue Officer of HubSpot. From 2007 to 2013, he served as HubSpot's SVP of Worldwide Sales and Services during which time he increased revenue by 6,000% and expanded the sales team from 1 to 450 employees. Prior to joining HubSpot, he was a Technology Consultant with Accenture and held several