Scaling a Sales Team

Key Processes

• Interview Process

  • Test speed of response for work ethic.
  • Look for intelligence and ability to represent the brand appropriately.
  • Seek ambiverts who can listen well and talk when necessary.
  • Assess coachability through role-play and feedback.

• Training and Onboarding

  • Transition general sales knowledge to product-specific knowledge.
  • Focus on understanding the prospect's problems.
  • 14-day onboarding period: listening to successful sales calls.
  • Develop a question-based sales script.
  • Engage in role-playing exercises to refine skills.
  • Begin with a half schedule of leads.

• Sales Management Responsibilities

  • Communicate goals and KPIs.
  • Motivate and train the team.
  • Conduct regular reviews of sales calls with feedback.
  • Prioritize and communicate one or two key areas for improvement.
  • Role-play to reinforce feedback.

Maintaining Sales Culture

• Team Culture Elements

  • Leaderboard for fostering competition.
  • Clear KPIs and regular competitions.
  • Quarterly cuts of bottom 10% performers.
  • Emphasize motivation through clear cultural standards.

• Leadership and Management

  • Sales managers should lead by example.
  • Require high standards and consistency in sales activities.
  • Ensure managers are stable, reliable, and demonstrate the desired work ethic.

Cadence and Continuous Improvement

• Meeting and Feedback Cadence
  • Daily huddles and end-of-day check-ins.
  • Weekly meetings for all reps, with more frequent meetings for trainees.
  • Use a structured feedback process to ensure continual improvement.

Motivation and Morale

• Maintaining Conviction
  • Use competitions and testimonials to maintain excitement and belief in the product.
  • Encourage empathy-driven sales practices.
  • Regularly expose the team to client success stories to reinforce the impact of their work.