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When is a good time to start making big changes with sales processes? Our CEO believes we are too small 200+ employees to adopt a sales methodology. I have implemented best practices, rules of engagement, sales process, and all sales training. The only thing we lack is a methodology to bring the team together and unite us. We have made very large gains in ARR & ACV over 120%, but seem to have plateaued. I have approached my CEO many times always trying to improve culture, training, and support and find that it's the hardest part of my job to get him on board. I have proven myself with hard data and still can't seem to get through. The usual response I get is we just need to focus on getting X quarter sales in.

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3 Answers
Scaling a Sales Team
  1. Eric Martin
    Eric Martin

    Vanta Head Of Sales • 2y

    First off, congrats on the big gains in ARR & ACV, and also for putting some key processes in place. Like many of my other responses, let me say here that "It depends." We should find some time to chat about your situation. At Vanta, we had a repeatable sales playbook from the early days, but we didn't implement a formal sales methodology when we were around 200 employees (and had a GTM org of around 100 employees). Why did we do it? Not because we were struggling (sales were humming), but b ...Read More

    1,532 Views
  2. Jessica Holmes
    Jessica Holmes

    Adobe Director, Adobe Sales Academy • 1y

    You're on the right track! What worked for your first 10 or 100 customers may not work for your next 100. The key is creating change in a structured way - and knowing when to make changes, and how to do it without disrupting momentum—is key to scaling effectively. Identifying Signs that it’s Time to Evolve Deals are consistently stalling: Especially at the same stage (e.g., proposal or negotiation) that may signal unclear value prop or pricing friction. Forecasts are consistently off: Big gaps b ...Read More

    570 Views
  3. Adam Wainwright
    Adam Wainwright

    HubSpot GTM Leader | Building Products that help Sales teams win | Formerly Clari, CallidusCloud (SAP), Selectica CPQ, Cacheflow • 1y

    Great question. This is a common challenge, especially in startups that often focus on immediate results. At 200+ employees, adopting a sales methodology is not just appropriate but necessary. However, given your success in deploying best practices, processes, and training, the key might not be just about adding a methodology. In my business, I leverage a combination of methodologies and 'processes' to ensure our sales approach is both thorough and scalable. Here’s how I do it: Tracking Methodol ...Read More

    659 Views

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