Building a sales team that will get your company to $1M in revenue
Posted: Wed Dec 04, 2024 3:17 am
Your sales team can make or break your business.
So how can you build a sales team and set up an effective sales process when there is no standard procedure for it?
There are a few examples that deserve your attention due to the lessons they provide.
In this article, you’ll receive real-life tactics that will help you achieve two crucial outcomes:
build a sales team that will produce like crazy
put a sales process in place that will help you hit $1M in revenue
… and with limited resources!
All the advice comes from two guys who have done it themselves.
Scott Leese, 6x Startup Sales Leader and CEO at Surf & Sales
Alfie Marsh, Head of US Sales at Spendesk
How to hire the right talent for your sales team?
Finding and hiring the right sales talent to grow and scale is crucial. But is there a right way to do it?
This was the first question we asked Scott Leese, CEO at Surf & Sales.
“You have to hire people capable of wearing a bunch of different hats and doing more. People, who have a bit of an entrepreneurial spirit so they’re not waiting to be told what to do, they see a need and fill a need.”
According to Scott, one of the things you can do is learn about their armenia phone number list hobbies and interests outside of work, like what people do in their free time.
This approach can help you understand if the person is:
a self-starter, someone who will take the initiative
motivated to learn and do different things without being told to
Your team needs to be agile and act as a pocketknife. Scott is confident that you need to avoid bringing people who can do only one thing.
Alfie Marsh, Head of US Sales at Spendesk, thinks hiring is probably one of the biggest bottlenecks for a fast-growing company.
To find the best candidate, you have to be very clear about the scorecard of what makes someone successful in outbound sales. But also, be very clear about being able to find those characteristics within the interview process.
You can find the perfect fit for your company and attract top talent with cold outreach.
Alfie believes that characteristics such as curiosity and ownership are extremely important.
The question is… what’s the best way to uncover these characteristics?
Alfie suggests asking this question:
“Can you tell me about the biggest failure you’ve ever had in your life?”
After the answer, you can ask more about a case and its reasons for the failure and then hear whether this person took ownership and learned from that experience.
To recap everything mentioned by two sales maestros, the pillars of your hiring strategy are these:
Search for proactive people who don’t just announce the problem, but fix it.
You want to hire salespeople with a diverse set of skills. Search for people who are eager to do not only one thing, but are open to learning and implementing something new.
Your sales team should consist of people who are not afraid to take ownership or make mistakes, but learn how not to make them a habit.
How to onboard new sales team members?
Hiring the right person is only half of the job.
You have to consider how you will onboard your new sales reps.
But keep in mind that every person is unique, so the person accountable for onboarding needs to be able to inspire the people next to them and help them crush it.
Scott explains that the best way to onboard people is to give them the ability to learn in a lot of different ways. For example…
Research, study, analyze
Role play
Conduct tests where people will be asked questions (e.g. product features)
So how can you build a sales team and set up an effective sales process when there is no standard procedure for it?
There are a few examples that deserve your attention due to the lessons they provide.
In this article, you’ll receive real-life tactics that will help you achieve two crucial outcomes:
build a sales team that will produce like crazy
put a sales process in place that will help you hit $1M in revenue
… and with limited resources!
All the advice comes from two guys who have done it themselves.
Scott Leese, 6x Startup Sales Leader and CEO at Surf & Sales
Alfie Marsh, Head of US Sales at Spendesk
How to hire the right talent for your sales team?
Finding and hiring the right sales talent to grow and scale is crucial. But is there a right way to do it?
This was the first question we asked Scott Leese, CEO at Surf & Sales.
“You have to hire people capable of wearing a bunch of different hats and doing more. People, who have a bit of an entrepreneurial spirit so they’re not waiting to be told what to do, they see a need and fill a need.”
According to Scott, one of the things you can do is learn about their armenia phone number list hobbies and interests outside of work, like what people do in their free time.
This approach can help you understand if the person is:
a self-starter, someone who will take the initiative
motivated to learn and do different things without being told to
Your team needs to be agile and act as a pocketknife. Scott is confident that you need to avoid bringing people who can do only one thing.
Alfie Marsh, Head of US Sales at Spendesk, thinks hiring is probably one of the biggest bottlenecks for a fast-growing company.
To find the best candidate, you have to be very clear about the scorecard of what makes someone successful in outbound sales. But also, be very clear about being able to find those characteristics within the interview process.
You can find the perfect fit for your company and attract top talent with cold outreach.
Alfie believes that characteristics such as curiosity and ownership are extremely important.
The question is… what’s the best way to uncover these characteristics?
Alfie suggests asking this question:
“Can you tell me about the biggest failure you’ve ever had in your life?”
After the answer, you can ask more about a case and its reasons for the failure and then hear whether this person took ownership and learned from that experience.
To recap everything mentioned by two sales maestros, the pillars of your hiring strategy are these:
Search for proactive people who don’t just announce the problem, but fix it.
You want to hire salespeople with a diverse set of skills. Search for people who are eager to do not only one thing, but are open to learning and implementing something new.
Your sales team should consist of people who are not afraid to take ownership or make mistakes, but learn how not to make them a habit.
How to onboard new sales team members?
Hiring the right person is only half of the job.
You have to consider how you will onboard your new sales reps.
But keep in mind that every person is unique, so the person accountable for onboarding needs to be able to inspire the people next to them and help them crush it.
Scott explains that the best way to onboard people is to give them the ability to learn in a lot of different ways. For example…
Research, study, analyze
Role play
Conduct tests where people will be asked questions (e.g. product features)