Result Blog
Mahesh Kumar, CEO Result
2017.12.02 - 3 min read
The 5 Don'ts of Scaling a Sales Team
Advice on how to avoid common pitfalls
Article from Keith Johnstone at Peak Sales Recruiting. Read the whole thing here.
Many businesses avoid meaningful team expansion; of course lower headcounts mean wider profit margins. Expanding a sales force can impact existing revenues as much as future growth targets, so creating a strong sales team scaling strategy is vital.
Read our highlights below:
>> Don't grow slow
Slow growth strategies prioritise short-term solvency worries over the long-term viability of a business, and aren't always the right way to go.
>> Don't ignore your data
Go-to-market strategies must be grounded in thorough assessment of sales territories. Don't go by instinct when you can go by data!
>> Don't overpopulate
Optimise territory design by potential, number of existing accounts, and workload in the area. This balances opportunities, achieving a higher strike rate on better earning options.
>> Don't miss role pollution
During growth, admin and support teams can be spread too thin meaning salespeople waste time on non-selling activities. Don't ignore this kind of mission creep: keep the low-value tasks where they belong.
>> Don't mess up compensation
Leaders need to ensure rep incentives match sales goals. Keeping compensation simple so reps can see immediate impact on company goals and their own performance is key.
For the full article read here.

This piece was brought to you by the team at Result, a global ecosystem for growth and innovation within digital.

Result works with helping you unlock growth as an extension of your team. We advise, open our network, and even interim manage your operations in new markets to ensure you avoid costly mistakes when growing really fast.

We build growth and innovation labs that are high in strategy, speed and impact. Our typical Growth Lab creates culture change, helps find new revenues, positions you as a thought leader in a new segment and more.

We've expanded over 300 companies in dozens of markets, helping unlock enterprise innovation in 30 different industries to date.
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Scale-up guide
This guide is our first prototype, and by no means complete. We are constantly adding more gold nuggets as we find it. You can also give us feedback there and make this even more better.

Note that this guide is based upon our own learnings and may not apply to your business as a whole but may need tweaks. This page is for guidance and inspiration for you to succeed with your business.