Since leaving Salesforce.com eighteen months ago, I’ve partnered with Arthur Do to change the way sales productivity programs are delivered and consumed by sales teams. It’s been an amazing journey and one filled with much collaboration with many startups in Silicon Valley. We’ve worked with hundreds of sales and marketing leaders to turn their startups into hyper growth sales machines.

Here is a list of must have sales management and sales culture principles that are proven to turn startups into revenue generating machines:

#1 Win as a team. Everyone in your organization is responsible for selling and servicing customers. Hold everyone accountable for customer success. Don’t lose alone.

#2 Empower sales managers to be entrepreneurs not only owning revenue but also owning marketing programs, pipeline generation, customer success, and sales enablement. Don’t limit what sales managers can do as the CEOs of their business.

#3 Nurture a culture of salespeople learning from each other. Encourage best practice sharing and peer coaching. Don’t let silos be created across sales teams.

#4 Create winning playbooks that promote creativity, curiosity, and solving customer problems. Be agile about your go to market and sales process. Don’t subscribe to a rigid sales process.

#5 Get everyone on message with the pitch and value proposition. Make sharing winning pitches and customer sales presentations a big part of your sales culture. Don’t let messaging and pitches go to long without being inspected.

#6 Manage a monthly business. Create monthly themes and sales contests. Share monthly revenue and pipeline goals. Do monthly sales kickoff calls and celebrate successes. Don’t under-communicate.

#7 Run weekly best practice sharing huddles to share deal wins and losses, winning pitches, and customer stories. Don’t just do forecast and pipeline calls.

#8 Be structured and consistent about your sales new hire onboarding. Make it a team sport. Have reps mentor each other. Don’t leave it up to reps to onboard themselves.

#9 Create high impact sales training that is easily consumable by sales teams. Crowdsource sales tools from top performers. Focus on learning moments rather than learning events. Don’t build sales training and tools in a vacuum.

#10 Nurture ongoing coversations between marketing and sales. Content is king. Motivate sales and marketing leaders to focus on revenue together. Don’t let marketers think about sales enablement as an afterthought of their go to market.

If you want to dive into real life examples and stories I encourage you to grab the SalesHood book from Amazon. If you want to scale and operationalize your sales productivity programs sign up for the SalesHood Platform saleshood.com.