The Sales Acceleration Formula

An MIT-trained engineer, Mark Roberge approached the job of scaling a sales team through metrics and process rather than the usual methods. As senior vice president of worldwide sales and services at HubSpot, he led a team of hundreds that won and kept the software company's first 10,000 customers in over 60 countries. He lays out his method as four formulas: one for hiring the same kind of successful salesperson every time, one for training everyone the same way, one for holding reps to a shared sales process, and one for delivering a steady flow of leads each month. A further theme is using technology so customers can buy more easily and reps can sell faster.

Alex Hormozi included it in his X thread of the only books he studies and rereads, and Anton Sepetov, VP of sales at Sumo, called it the first book he recommends to people starting out, crediting Roberge for treating sales mathematically.