How HubSpot Scaled Its Sales Organization

Editor’s Note: Andrew currently serves as an instructor for HubSpot Academy’s sales training course and certification that’s been taken by more than 15,000 salespeople.

Scaling your sales organization can be a daunting task. Find out how HubSpot Director of Training and Development Andrew Quinn made it happen by emphasizing new ways of thinking about the sales process.

A lot of sales leaders focus on the numbers (as they should). But what they don’t focus on as much are the repeatable processes salespeople have to actively do in order to deliver those numbers. Andrew Quinn, “The Sales Doctor” at HubSpot, says his team has worked hard to figure out what the best communication methods are — from voicemails to emails to vocabulary — and discovered what it takes to scale those efforts accordingly as the company and your team grows.
Check out the video below to learns Quinn’s tips for scaling your sales organization.

How to Scale Your Sales Organization

Key Takeaways

• Nail your messaging. Figure out what messages connect effectively with your audience and create a series of sales playbooks around them.
• Recognize the different communications that happen in each of individual step of the sales process. Break down what it takes to get a stranger to a prospect, to an opportunity, to a qualified opportunity, to a sale.
• Train your sales staff to be adaptive. Make sure they’re not coming off as scripted but rather that they internalize the vocabulary, statements, and positioning they need to make to move the sale through.

Ready to Take the Next Step?

If you’re going to scale your sales organization you need to have your forecasting down to a science, too. Learn how with our free eBook.


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