How To Compensate & Scale Your Startup Sales Team

How To Compensate & Scale Your Startup Sales Team

Have you ever been talked into do something you knew was dumb?

*raises hand*

Back when I was scaling my company Spheric Technologies, a friend introduced me to his buddy who did outsourced sales.

Essentially, a quick fix “easy button” for business owners who can’t be bothered to take full control of the lifeblood of their business. Smart right? 😉

His big promise was that he could get me scheduled meetings with qualified buyers for our services…

… so I gave him a try.

The cost was about $5K/month + a $5K setup, so I gave it a try to see if it would move the needle.

My average deal size was $60K, so I figured just one new customer every month would be a huge win. No brainer, right?

But it all fell apart. Fast.

The meetings were horrible.

The prospects unqualified.

And the whole thing turned out to be a huge waste of time, energy, and money.

That’s when I decided to smarten up, take full control of the selling process, and build my own sales team in house.

I went “all in” and immersed myself in everything I could about building and scaling a sales team.

That’s what I want to share with you in this week’s video.

If you want the bulleted list of activities that’s required for scaling a software sales team, here’s my prescription…

  1. Pay a base salary
  2. Set a quota
  3. Provide a commission
  4. Use accelerators
  5. Hire a sales manager

Now, the truth is, in the early days you’ll likely be doing all the selling, but the best way to backfill this work is to document everything you do to achieve results.

This includes creating a demo script using my Rocket Demo Builder framework, your system for qualifying, and the follow up process.

It’s how my coaching clients and the founders I advise have scaled their sales teams to over 150+ sales people.

If you have any questions about scaling your sales team, leave a comment below and I’ll be sure to reply.


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