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How to Scale Up Your Sales Team in the New Year

By: Eleanor Hecks


Does Everyone Need Coaching

When your company grows, the same goes for demand. You need to implement a successful strategy to scale your sales team. To ensure your success is inevitable, follow these tips to guarantee you’re equipped for the future challenges of sales today.

Simplify a Repeat Sales Process

To scale your sales team effectively, you must have a streamlined process that your sales team can use on repeat. Having an outlined process enables you to track and measure your success. Additionally, keeping track of this information provides you with making more informed decisions. A simple process also keeps new hires on the same page.

Setting up a straightforward process that scales takes several stages to create an outlined structure. Here is a quick overview of the most essential parts of a sales process:

  • Defining your KPI (key performance indicators)
  • Presenting stages of your sales pipeline
  • Developing criteria for lead qualifications
  • Outlining activities for the sales team during each step of the pipeline

Once you have a set sales process, focus on training and measuring success for your new sales team members.

Help Your Sales Team Focus

Keep your sales reps focused by establishing a clear outline of activities to complete during each stage of the sales process. This strategy is to help the sales team put on their best work performance.

Take time to focus on sales team activities and measure results to give you a good look at their performance. Avoid focusing only on the numbers, since this can place stress on the entire team.

To continually improve sales, adjust the sales process and the activities of your sales team as needed. Your team should be focusing on completing the same actions to maintain consistency.

Take the pressure off by telling your team what they should be doing now. While this allows you to keep track, your team won’t make any desperate shots to hit their numbers.

Choose the Right CRM Tool

A CRM sales rep should help you automate tasks that are the most time-consuming. The administrative tasks it takes to set up a CRM can take various amounts of time away from your sales team. So, it’s imperative to ensure you already have a clean sales workflow in place before handing it to a new sales rep.

Avoid spending too much time training your employees on how to use the new system. You should consider whether your new hires are going to be comfortable with the use of a CRM tool. You can also factor in how much time and money your company will spend training your new sales reps to use a CRM tool.

Prevent Issues and Drive Opportunities

The key to creating a transparent sales process for your team is to identify the most simple KPIs within a sales tool. You can use this type of information to gain insight into trends. Also, use this information to make better decisions for your sales team.

When using a sales tool, consistently keep track of your team to identify activities and sales performance. You can get an overview of who is falling behind and staying on top of their target hits. With data and metrics, this gives you the exact information you need to understand the underlying issues.

Place Trust in Your Process and Insights

Data is going to be the most crucial aspect when making decisions. Use your insights to support your judgments. When you’re constantly tracking data, you’re forcing yourself to look at foreseeable outcomes.

By monitoring your metrics, data gives you the information to understand patterns. These points will help you to navigate further in making new adjustments accordingly.

Settle on a Process for Coaching

Create a standardized coaching curriculum to acclimate your sales reps on specific challenges. When onboarding your new hires, it’s imperative that you use a comprehensive process during early training.

Be open to learning management systems as part of your structure for coaching. These systems help you with coaching at a steady pace so no disruptions can occur during the training process.

Plan and implement a few coaching programs ahead of time to create a standardized coaching method across your team. Scaling your entire sales team requires them to share the sales process. Letting a few team members drive revenue at greater lengths will make it more challenging when getting the rest up to speed.

Think of sales training in a healthy aspect. This way, your sales reps can focus on continual improvement and manage more difficulties when the challenge arises.

Understand What to Look for in Each Hire

Try to build solidarity around your ideal hire. You need to ensure you’re finding the right people to have a successful scale-up. Make a list of defining features on what a successful salesperson looks like to you.

For instance, when hiring new sales reps, are they competitive, and do they display ambitious personality traits? Create a profile and then assess it. Look for certain types of attributes you need in a sales team and leader. When hiring a sales leader, consider the pace of work they will handle when managing a competitive sales team.

Scaling Is an Ongoing Process

Scaling can be an exciting and anxious process. Once your company starts to scale, there is no stopping from here. Your company’s sales team will keep on growing before you know it. Try to keep a balance to maintain the scaling when driving beyond the competition. Scaling is the time for carefully analyzing your data and adapting to new methods

Published: November 1, 2021

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eleanor hecks

Eleanor Hecks

Eleanor Hecks is editor-in-chief at Designerly Magazine. Eleanor was the creative director and occasional blog writer at a prominent digital marketing agency before becoming her own boss in 2018. She lives in Philadelphia with her husband and dog, Bear.

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