Sales - Scaling a Sales Team

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Scaling a Sales Team

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

3 Answers

Roee Zelcer

TikTok Head of Sales, Products & Services • February 9

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 addin......Read More

2246 Views

What's your framework to prioritizing needs/deliverables when you're the first sales leader at a company establishing the function?

4 Answers

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

When you are the first sales leader at a company establishing the function, you're going to constantly battle the demands on your time. Personally, I tend to use a mixure of the Eisenhower Matrix combined with ruthless diligence of writing down my Top 3 priorities for the quarter, the week, and t......Read More

1812 Views

As a hiring manager, what do the best sales candidates have in common?

7 Answers

Andrew Zinger

Fastly Senior Director, Global Sales Enablement • January 10

Great question and something I love talking to (and sometimes 'debating') our leaders about - the idea behind 'what's the characteristic (or two) of your best seller you would want to clone?' For me, at the top of the list are 2 attributes I look for in potential sales team members: 1) 'Custom......Read More

4500 Views

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.

1 Answer

Eric Martin

Vanta Head Of Sales • November 28

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 ......Read More

422 Views

Do you have any advice for a junior who is a first sales hire?

3 Answers

Roee Zelcer

TikTok Head of Sales, Products & Services • February 9

Coming into an organization as the first sales hire puts a lot of responsibility on your shoulders. You are basically in charge of proving the validity of this function within the company. There are a few things that I would consider and act on in this position: Start with the short term. As a......Read More

2000 Views

If your sales team has only one or two people responsible for covering multiple products with complex features, how would you recommend dividing the workload in the short-term so as best to support long-term growth and expansion of the team?

2 Answers

Katie Harkins

UserTesting VP of Sales • October 3

For complex features, I recommend flash carding like you're in high school and listening to successful recorded call. This can be on an individual basis or in a group zoom setting. It's important that every quota carrying individual has a script that they can easily access and commit the sales sc......Read More

652 Views

How do you think about shared KPI’s with your demand generation? And what are ones that sales teams often miss?

2 Answers

Katie Harkins

UserTesting VP of Sales • October 3

I love shared KPIs with Demand Generation. We're all on the same team. If marketing doesn't bring in the leads, sales teams are turning to outbounding which elongates sales cycles. I see the sales team missing content creation on assets that don't yet exist to handle objections within the sales c......Read More

658 Views

How do you communicate sales updates and activities to the rest of the company?

3 Answers

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

In my experience, communicating the performance & progress of your sales team to the company helps to connect all employees to the mission. It can create transparency into the health of the business, aligns individuals within the company more closely to the voice of the customer, and enables you ......Read More

986 Views

How does "the way you motivate" your sales org change as your company scale?

3 Answers

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

Good question! When it comes to motivation, at any stage & maturity of a sales organization, you need to make sure: 1. Purpose - your sales team understands the mission & objectives of the organizations, feels connected to the purpose of what you are trying to acheive, and most importantly, ca......Read More

1330 Views

What advice would you give to someone tasked with taking the sales function up market in an existing business structure?

5 Answers

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

Good question! Taking a sales function up market in an existing business can be one of the most challenging but lucrative transformations of an organization. Often in the early days of your business and go-to-market motion you'll tend to focus on smaller, more nimble customers to validate your pr......Read More

1480 Views

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