Fixing a Sales Team


“Yesware” is a 4-year-old company that designs and sells software intended to make it easier for sales teams to record and analyze essential data. Released in 2012, Yesware’s basic version, which can be downloaded free, quickly attracted more than 100,000 users. However, the company experienced difficulties converting those free users into paying customers (an unfortunate irony considering it is sales software they’re looking to sell).

Yesware’s chief executive Matthew Bellows came up with 3 solutions to fixing his sales team:

1) Clean up house: trimming that fat by firing 7 out of 10 salespeople.

2) Hire a vice president of sales: have this VP do the firing, hiring, and supervision while Mr Bellows remained as chief executive.

3) Appoint a manager: promote the best sales person among the 3 he deemed worthy of keeping to manage the team.

What would YOU suggest? Click here to see the full article in the New York Times.