Get agency advice on sales mindset, business development roles, growth metrics and KPIs, software tools, and more—in the February 2024 episode of Agency Office Hours with Karl Sakas.
0:00 – Introduction: Welcome to Agency “Office Hours” Q&A with Karl Sakas for February 2024
2:45 – Business Development: “How should agencies divide sales roles, around inbound vs. outbound vs. upsells?”
18:26 – Sales Mindset: “How do we motivate salespeople if they doubt they can reach their sales quota?”
31:43 – Leadership Development: “What’s the profile of people who’ve applied to the 2024 Agency Leadership Intensive?”
34:57 – Growth Metrics: “What KPIs should agencies prioritize at each stage of their growth?”
49:31 – Tools: “What software tools do agencies need to succeed?”
Check out the 2024 Agency Leadership Intensive (live and 100% remote, in March-April 2024), and apply now to get the lowest available ticket price. https://sakasandcompany.com/agency-leadership-development-program/
Top resources from the February 2024 event:
* Consider asking some “baseline” questions before getting on the phone for a sales call: https://www.surveymonkey.com/r/agency-profile
* Pay yourself more—and charge more—after reading “Overcoming Underearning” by Barbara Stanny: https://www.amazon.com/Overcoming-Underearning-TM-Simple-Richer-ebook/dp/B000W93AH4/
* If you were to start with one simple KPI, consider Rev/FTE… but don’t stop there. https://sakasandcompany.com/agency-productivity-kpi/
* Be careful (and strategic) if you switch software: https://sakasandcompany.com/pm-software-selection/
* Get advice on making yourself increasingly Optional at work: http://worklessearnmorebook.com/
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