5 Tips for Scaling Your Sales Organization

Devon-McDonald by

Find out what he learned and start laying the foundations for your own sales team’s success.

5 Tips for Scaling Your Sales Organization

Key Takeaways

  • Hire the best people you can find and afford.  Keep training them and enabling them, there is always room for improvement.
  • Motivate your team. Of course reps are going to be coin-operated, but your leadership needs to challenge and reward them beyond that.
  • Retention is the key to consistency. If you can minimize staffing churn you’ll be much better positioned to develop repeatable best practices and bake them into your system.
  • Run the business by the numbers. You need to have a select number of metrics you look to on a daily, weekly, monthly, and annual basis. They are what should guide you and tell you when things are working and when they’re not.
  • Build a solid culture. This applies to both your company and to your sales team, specifically. Your team should have a distinct identity that you can rally around to go out and close deals.

Image by Kenny Louie

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  • Chris Beall

    Solid stuff, Scott! Keeping churn down while always moving the bar up is essential to really scaling – not just heads, but actual sales capacity. We use sales conversations as a driving metric and do a Monday morning root cause analysis on any rep who falls below 70 conversations in the prior week (even in the last week of a quarter). Another key for our team is to eliminate grunt work – dialing, navigating phone systems, wrangling with gatekeepers, managing lists and updating the CRM. A talking rep is a happy, and productive, rep, who will stay with you longer and serve as a solid foundation for scaling.

  • Guest

    The bulk of business-to-business selling today — easily 70 percent of all transactions — happen with the buyer never making contact with a sales person. nnIn the cases where buyers do make contact with sales, studies show buyers are empowered with far more information — about you and your offering AND many competitive offerings — and are far better prepared to make a purchasing decision than ever before.nnUp to 90 percent of the information buyers need to make a purchase is now available — largely via the Internet — before they ever make contact with sales.nnWhat’s most profound about sales and selling methods today isn’t so much the impact from technology — indeed, the innovation has been so impressive in the past 5-7 years!.. Rather, the biggest difference today is that customers now routinely have access to pricing information.nnArmed with pricing information — either online or from competitors — customers are far more in the driver’s seat. They are in more powerful positions to negotiate for what they want compared to sellers. nnAs a result, Sellers no longer can command premium pricing positions: companies today find it increasing more challening to charge premium prices in the face of ever more empowered buyers. The result is a growing commodization effect — not just for hardware like routers and servers, but for virtually every product and service imaginable today.nn