Myths of Selling to Government

9 Mistakes to Easily Avoid When Building a Government Sales Team

February 09, 2022 Rick Wimberly Season 2 Episode 3
Myths of Selling to Government
9 Mistakes to Easily Avoid When Building a Government Sales Team
Show Notes

Putting together the right sales team is no easy task, especially in the government space. Rick Wimberly, a government sales consultant, takes 9 Mistakes of Building a Sales Team created by Mark Roberge, former Chief Revenue Officer of HubSpot and author of The Sales Acceleration Formula, and relates them to building sales teams to win government contracts. 

Mistakes include: hiring salespeople with your gut, under-utilizing the sales comp plan, mis-aligning sales and marketing and making forecasting rather than coaching a sales manager's priority.  Rick says he's seen all of these mistakes, as well as others from Roberge list, as he's consulted companies that sell to government.