There comes a time when every successful business must take its sales team to the next level. They realize that the days of a skeleton-crew sales team are over, and the era of rapid revenue growth is underway (or sometimes long overdue).
Typically this happens after the company reaches a few important milestones:
- The product the company is selling is fully formed.
- Their target market is identified,
- Their sales process is pretty solid.
When this happens, the company knows it’s time to start rapidly expanding its revenue stream. And this means it’s time to scale their sales team by adding more reps, bringing in a hot-shot Sales VP and/or ramping up an outbound prospecting operation.
This is an exciting time for any business, but it is also an anxiety-ridden one. All too often, when businesses try to rapidly scale their sales teams, they experience growing pains. All of the focus on growth (at any cost) means that the sales team is pulled in too many directions at once, and overall performance and consistency suffers ‒ win rates plummet, sales cycles stretch, turnover spikes.
But this doesn’t have to be the case. Organizations that understand and prepare for common sales growing pains can scale with grace. Instead of a “one step forward, two steps back” paradox, thoughtful sales teams are able to increase their revenue without sacrificing the other metrics ‒ win rate, sales cycle, average sales price ‒ that correlate to sales success.
Aaron Ross ‒ who helped grow Salesforce.com’s outbound sales team by more than $100M ‒ knows a thing or two about the right way to scale your sales team. He could probably write an entire book on the topic just by going through stories he himself has experienced. And in fact he has written a book on the topic, but he’s also reached out to some of the top experts in the field and asked them to weigh in as well.
What he came up with is a 45-page eBook about scaling that touches on all of the essential issues surrounding this critical topic, including:
- How to hire the perfect Sales VP
- Should you specialize your sales roles?
- The 5 sales metrics that explain everything
This eBook is the perfect resource for companies that are ready (or need to be ready) to quickly ramp up sales. It’s filled with tips & tricks, expert advice, case studies, tool recommendations, industry data, and so much more.
Oh, and one more thing: InsightSquared’s CEO Fred Shilmover is prominently featured! We’re really excited to be included in this one-of-a-kind book, and we’re even happier to share it with our readers!
Download it today to learn the secrets of scaling and set your sales team up for rapid growth in 2015!