So you have your products ready or your service fully mastered. You want to sell to companies and customers alike. You already have your team set up and blazing hot.
You've thrown your feet at the marketing forefront and making a couple of sales already.
However, (and unfortunately), your sales team isn't raking in enough money. Not even close to a percentile of your dream sales.
If this is your current position, read on. I'm going to share exactly how to grow your sales team from scratch.
First and foremost, you must understand the product you sell or the service you render.
If you want to grow your sales, you need to keep in mind that you're selling the result of your product or service, not yourself.
The Structure of A Standard Sales Organization
Sales organization typically has four sections of roles.
1. Sales development representatives (SDR)
The SDR provides relevant leads to the account executives. These leads are called the “sales qualified leads."
Getting these leads begins with having a clear understanding of ICP (Ideal customer profile). The ideal customer profile helps to know what kind of business or people could benefit more from your service. Teams regularly refine the ICP as they know more about their customers, create new offers, and explore new markets.
With the ICP knowledge, SDRs can contact new prospects asking the AWAF ( Are we a Fit) question. And, if fortunately, they're a fit. Congrats - the team just made a new sale. Or, if not, they move to the next.
Many teams automate this process by using dedicated software. Remember those automated emails and LinkedIn messages from someone you don't know? That's the automation process- a common experimental approach from many teams.
2) Account Executives (AE)
This department works with leads, helping them in every step of the purchasing decision, with the hope of ending in a sale.
Most times, prospects don't just transition from 'interested' to 'sale'. It requires going through the specific sales pipeline.
Instead of pushing them directly into sales, this team takes it one step at a time.
3) Customer Success Manager (CSM)
Once the customer signs the contract, they are handed over to the customer success manager who helps them with the product set up.
CSM plays the role of a project manager.
4) Revenue operation
Today, companies simplify their complex tasks with various software tools. Examples ranges from software tools that handle:
• Content management
• Customer relation management,
• Sales engagement
• Email management
Setting up and configuring these tools require a great deal of expertise. Teammates must get the necessary hands-on training to put these tools into effective use.
That's where the revenue operation steps in. This team handles all things related to tooling and reporting in an organization.
6 Ways To Grow A Sales Team From Scratch
Wrong logical reasoning is the biggest and most common mistakes business owners make when building their sales team.
Here's how to scale a sales team effectively:
1. Consider your team when setting your rates
Avoid undercharging. It could affect how well you pay your sales team (or you may end up being unable to pay them).
Here's the golden rule of thumb: The LTV (life-time value) should be at least triple your CAC ( Cost of Acquiring customer).
If the ratio is low, it means you're undercharging. And if it's very high, it could be an opportunity to scale your team.
2. Take responsibility for your first 10 sales
Hiring a salesperson at the early stage of your career can be a bad business move. It does not work out in most cases. The early rise of a business is usually accompanied with several challenges.. Hiring a salesperson at this stage might put you in the pool of doubts, especially when they're unable to bring in results.
Back then when I first started, I hated sales- basically because I don't know how to sell. But today, sales run in my blood. This change didn't happen overnight. I enrolled in business mentoring. Business mentoring is critical at the beginner stage of a business. Getting tips, advice, and strategies from an experienced sales professional can really be helpful.
3. Hire SDRs first
Assuming you've made good sales and ready to grow. Logically, the next step should be to hire a senior leader.
This logical step won't work because senior leaders cannot be micromanaged. Also, they are not familiar with actual selling and not ready to learn as well.
Hire a junior salesperson instead. They are easily micromanaged and ready to grow with the sales process.
You want a detailed and properly-documented sales process for the team.
Once your junior salesperson gets a full hang of the sales process, you can then hire a senior person to take over.
4. Hire a Revenue OPs right now
Revenue OPs are specialists. Their service is really critical as they create the right reporting and tooling to scale your sales.
5. Motivation is key
The consistent "NOs" involved in Sales can be emotionally draining.
Sales leader needs to lighten up the team spirit. Allow your sales team to motivate themselves. A simple high five can do the magic. Let them learn and grow with the sales process. Monitor their sales process and suggest helpful steps they can put in place.
Scaling sales is never easy
Growing a sales team is never a smooth ride. Be prepared to invest in this process. While it can take a few years to set up, the reward is worth it in the long run.
Are you finding it challenging to scale your sales team? Is your business experiencing low cash flow due to low sales? Lack of customers hurt sales. However, there's a way out.
Sometimes, the only thing is the right business mentoring.
Check out the sales and business mentoring services of Profit Transformations to discover how we can help you scale your sales team for more sales.