10 tip son scaling salesScaling sales involves a lot of moving parts. You need to focus ramp-up efforts on your sales methodology, process, strategy, team — and even customer success.

Lucky for us, there are plenty of experts who share wisdom on how to scale sales. Luck for you, we made a list of the best tips.

10 Pro Tips on Scaling Sales

On methodology:

1. “What if we started encouraging companies to develop a client retention and upsell process in conjunction with outbound and, most importantly, made it a results-driven, KPI-managed machine? Makes sense, seeing that’s where the lowest hanging fruit for new leads should be, and where much more predictable revenue can actually come from.” – Jake Dunlap, CEO, Skaled (Source)

2. “Creating a sales culture does take commitment from leadership on down through the ranks, ownership and consistent execution. And the payoff will come quickly. A cultural shift can be observed in six months or less. Within 18 months of continuous reinforcement and focus, the shift sticks.” – Nancy Bleeke, Founder, Sales Pro Insider (Source)

On process:

3. “A modern process like this requires an unprecedented level of sales and marketing alignment. We try to align every possible aspect of these two teams, so that our goals, pains and processes are as similar as possible.” – Mark Roberge, CRO, Hubspot (Source)

4. “Today’s sophisticated buyers aren’t only connected to a sales team – they have a relationship with sales, marketing and customer service. Organizations rising to the top understand this and see sales as the responsibility of the whole company, adopting a team selling approach. High-performing sales teams are nearly three times more likely than underperformers to view sales as 100 percent the responsibility of the entire organization.” – Sara Varni, Senior Vice President of Marketing, Sales Cloud, Salesforce (Source)

On strategy:

5. “Content is the lubrication that moves deals through the funnel. Think of content as the ball bearings of the sales engine. Don’t believe me? Think about what happens in a sales process. It’s basically a series of conversations in between which, content (whether it’s a pdf, a video, an email, an ebook, a voicemail message) keeps the lines of communication open. When the lines of communication close, you lose a deal. Therefore, content can help you win deals and keep you from losing deals.” – Nancy Nardin, Founder, Smart Selling Tools (Source)

6. “It is not enough to promise or even to create value for your customers. You must demonstrate to the customer that your salespeople are creating explicit economic value that demands their patronage and loyalty. It’s one thing to say you offer value. It’s slightly more convincing to quantify the value you offer. Yet the most powerful sales pitch you will ever make is to point backward in time and prove that you actually delivered as you said you would.” – Jason Jordan, Founding Partner, Vantage Point Preference (Source)

On your team:

7. “By this point, if you don’t have a healthy number of ‘millennials’ on your team, you’re in the minority. Despite the stereotypes (social media-obsessed, marriage-delaying, selfie-addicts), Millennials actually stay longer with their employers than the previous generation.” – Sally Duby, General Manager, West, The Bridge Group (Source)

8. “Leadership is not about what you achieve; it’s about what those you are fortunate enough to lead are able to accomplish. We all need to place more emphasis on those we lead and less emphasis on ourselves. Make it your objective to help others achieve their objectives. Despite how focused and intent we are on making our own objectives, we can never forget that ultimately our objectives are not ours, but our team’s objectives.” – Mark Hunter, The Sales Hunter (Source)

On customer success:

9. “If we want to grow, we have to make sure the number of customers we bring in and retain is greater than the number of customers cancelling the service. No surprise there, but as you grow this simple math can unravel an otherwise solid company. From that perspective, keeping existing customers is as important as getting new ones.” – Allan Willie, Co-Founder, Klipfolio (Source)

10. “What I’ve found is that many times, your front line staff aren’t always attuned to the signs of customer dissatisfaction. You’ve got to train them to spot an unhappy customer from a mile away so that, at the first sign of even the mildest dissatisfaction, they know how to act upon it. Whether that means offering a free upgrade, having management send them an apology, or just flagging them for some extra love and care, you have to have a playbook for these situations.” – TJ Waldorf, Director of Inside Sales, SingleHop (Source)

We’ve got plenty more pieces of advice from experts in our brand new eBook:

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10 Pro Tips on Scaling Sales
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10 Pro Tips on Scaling Sales
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Scaling sales involves a lot of moving parts. Luck for you, we made a list of the best tips.
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Level Eleven
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