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Dry Powder: The Private Equity Podcast

Sales Excellence: The Marathon

Bain Partner Mark Kovac explains how to build a world-class sales team that becomes a powerful engine for growth.

  • December 18, 2019

Podcast

Sales Excellence: The Marathon

“I think a lot of funds, at least historically, don't want to mess with the front line,” says Mark Kovac. “And I’d say that’s a mistake.”

Mark leads the B2B Commercial Excellence group at Bain. In the previous episode of Dry Powder, he explained how top-line growth is helping some PE firms escape the intense competition to cut every last cost out of their deal models.

But how can a sales team deliver growth so consistently, and steadily, that it helps underwrite the next buyer's deal?

It’s possible, Mark says, but only if a PE firm is willing to get a little more involved in front-line management. “There are tried-and-true ways of identifying opportunity, as well as engaging and working with the front line to get stuff done.”

In part two of our series on sales excellence, Mark and I discuss how some firms start building a sales excellence team from day one, turning it into a remarkable engine for growth in the long run.

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