Scaling a Sales Team

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 a

Here's some advice I would give to someone tasked with taking the sales function up-market in an existing business structure: *What sales cycles are repeatable that have closed up market?  *What hiccu

Moving up-market is no easy task. It adds a great deal of complexity, precision, and requires more people, processes, workflows, and technologies to do it effectively. This initiative must be done co

If you are tasked with taking the sales function up market in an existing business structure, here are some pieces of advice that you may find helpful: Understand your target market: Start by researc

In my experience, two of important KPIs that most sales teams miss are: Number of purposeful conversations Number of experiments And it makes sense because both of these metrics harder to 1) define

An important KPI that I see sales teams completely missing is how many chorus or gong calls were listened to in a month//quarter outside of YOUR calls. It's important to learn from your peers and othe

Naturally, in most cases, sales teams are mainly measured against revenue. This could come in many forms such as potential revenue such as leads, MQLs, SQLs, etc., or actual revenue from active and ex

As mentioned earlier, KPIs vary depending on the business and teams specifically. Below are a few metrics that I find businesses neglect to prioritize: Employee satisfaction Retention Burnout and me

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

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,

I'd say the one thing that winning candidates have in common is based on how easy they are to talk to. When an interview goes right its. Focused Educational Inpsired Interesting Flows well So, the

Good question! I evaluate every sales candidate who is interviewing to join my team on the same 3 criteria: 1. Sales Skills & Knowledge - key expertise & skills required to be an effective sa

This is a very important question and one that not everyone will see eye to eye with me on this. But personally, it has never failed me up until now. There are a few elements that are common to candid

In my experience, the best sales candidates are not necessarily people with the most years of sales experience. I've noticed the best sales candidates all have these qualities in common: Insanely Dri

While answering the "sales team org structure" is easy, it can quickly lead sales leaders and organizations down a constrained, unscalable path requiring frequent restructures that are disruptive and

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

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 busine

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 comb

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 or