I just finished reading the book Jungle Rules by John Imlay and really enjoyed learning about the origins of the technology community in Atlanta. What the book really did was drive home the importance of having a sales focused corporate culture. Here are a few anecdotes that emphasize the type of sales focus of a few companies:
- MSA, the largest software company in the world at one point in the 1970s, brought in exotic animals, especially tigers, at their annual sales kick-offs, among other events
- The CEO of Omniture, a company recently acquired by Adobe for $1.8B, had “QBSR” as his car license plate – Quota Bearing Sales Rep
- Salesforce.com, the largest SaaS company in the world, has approximately 3,000 employees, of which 1,500 are in sales
I recommend analyzing ways to make sales more top of mind in startup cultures.