What's the most effective way to scale a sales team beyond the first few reps?

Essentially, scaling a successful sales team all comes down to the people you hire. The members you are adding as part of your team will define the team culture. I always aim to hire people that help create a culture that fosters innovative thinking to enable growth and progress. Similar to adding ingredients to a recipe, scaling should be done slowly and steadily. Try to find the right people who share the passion, vision and values that you foster within the team.

At a later stage, after you have found and hired the right people for your team, make sure you are creating a structure that will enable all team members to grow. Eventually, you will scale up to a point where you will need to develop managers within your team. Make sure that you are nurturing the right people that have the qualities that you look for to make them leaders.