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.
- diciembre 18, 2019
“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.
The Private Equity Podcast
In our podcast series, Bain's Hugh MacArthur interviews leading experts on the trends and opportunities that will redefine the private equity industry.
Catch new episodes by subscribing to Dry Powder on Apple Podcasts, Google Podcasts, Spotify or wherever you may listen.