Growing a sales team isn’t as simple as putting a bunch of “A players” in a room and getting them to start selling your product. Sure, you might get a few more deals across the finish line and maybe even score a lighthouse logo. But this approach rarely succeeds in today’s environment.
GROWING YOUR
SALES TEAM
Brought to you by Intercom
Growing a sales team isn't as simple as putting a bunch of
"A players" in a room and getting them to start selling your
product. Sure, you might get a few more deals across the
finish line and maybe even score a lighthouse logo. But this
approach rarely succeeds in today's environment.
If you want to build a revenue engine that'll fuel long-term
growth, you need to scale your sales org with intention.
Only then will you have the foundation to consistently win
new customers, upsell existing ones and see the kind of
predictable growth that'll make, or break, your company.
An efficient and profitable sales org is the product of many
strategic decisions who you'll hire, what you'll pay them,
how you'll onboard and train them and much more. When
done right, your sales team won't just accelerate your
company's growth; they'll enrich your company's culture
and help build a better product too.
Whether you're scaling an existing team or creating a new
team inside an existing sales org, here are the crucial things
you should work through before any sales activity begins.
Growing Your Sales Team
Part II
3
Growing Your Sales Team
Part II
The first goal in
sales get on track
to building a big
business
Karen Peacock,
COO, Intercom
If you run sales at a growth-stage startup,
you have two jobs. The first is obvious: be the head
of sales. The second is less obvious and that's to be
a commercially oriented leader for the company
overall. In some cases, you may be the only or first
commercially oriented leader.
Why do you need to do both jobs? Because your goal,
if you set your sights on the right thing, isn't to close
a bunch of one-off deals in the next six months. It's to
build a big business.
The outcome of having these two jobs is that you are a
part of creating the go-to-market blueprint for your
company. This requires you to be deeply invested in
the product, constantly on the lookout for new ways
to pitch and position it, and ready