The Sales Acceleration Formula

The Sales Acceleration Formula – Mark Roberge

When Mark Roberge joined HubSpot as one of its earliest employees, he had a background in engineering, not sales. Yet over the following years he built the company’s sales organization from a handful of people to hundreds, helping drive rapid revenue growth. In The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million, he explains how he did it.

Roberge applied an analytical, data-driven approach to building a scalable sales team, treating sales as a process that can be measured, tested and improved. The book is organized around four key formulas. The sales hiring formula explains how to identify the traits that predict success and hire the right salespeople consistently. The sales training formula describes how to train new hires in a structured way so that they ramp up quickly. The sales management formula covers coaching, metrics and accountability. And the demand generation formula explains how inbound marketing can provide a steady flow of qualified leads.

Roberge also discusses how to align sales and marketing, use technology and data to improve performance, design compensation plans that drive the right behaviors, and adapt sales processes to the way modern buyers research and purchase products.

Practical examples from HubSpot’s growth illustrate each idea.

Insightful and actionable, The Sales Acceleration Formula is a valuable guide for sales leaders, startup founders, entrepreneurs and managers who want to build predictable, scalable revenue growth.