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Sales Tips: How to Scale a Sales Team

Posted by Sean | April 12, 2019

Outside Sales Management

The best app for sales can help you grow and grow intelligently.

Have you been wondering whether or not you should be increasing your sales teams? If so, congrats! That’s a good sign that your business is strong and that even bigger opportunities are ahead. But that doesn’t mean you can rush things, because you want to be smart about scaling at the right time and pace.

Luckily, the best sales tracking apps do a great job of helping you measure your company in such a way that you can make smart decisions about scaling. Here are some tips on how sales tracking software can help you scale your organization confidently.

Give Everyone a Chance to Succeed

Before you start recruiting and hiring new outside sales reps, make sure that there is actually room for them. You don’t want to bring in new hires just to discover that they’re going to be taking shares from your current reps– that’s a fast track to low morale and high turnover.

First, check your areas and rep numbers. Is there enough potential in your areas for your current reps to work in? Give room for them to grow, as well. You don’t want to take away their motivation to improve by suddenly putting a limit on their progress. Our leaderboards are a great way to keep track of this potential and also compare rep performance, providing you with a complete picture of your current team’s capabilities.

If you’re expanding to new areas, do some research on the area’s actual sales potential. Let’s say, for example, that you’re selling solar door-to-door. And in the area you’re in, houses owned by people who make $150k or more are twice as likely to buy as those who make under $100k. If you didn’t know that, you might expand to a new area thinking that there are enough deals to keep four reps happy, but unfortunately it’s a lower-income area and there are only enough for two reps. That could cause discouragement for everyone involved, and that’s not how you want to expand.

So how do you get that information? Our DataGrid is a great way to do this. Not only will it tell you the income of the homeowner, but also whether or not they own or rent, their blurred credit rating, and more. All of those data points will help you identify your high-propensity buyers, so you can strategically expand to areas that are full of people likely to buy from you.

You can also use this information to give new reps an opportunity to build momentum. Starting them out in areas with a lot of potential can help them get excited quickly and develop skills while still feeling successful.

Onboard and Train Effectively

If you’ve analyzed your areas and your current rep’s performance and decided that it’s time to bring on new help, then be ready to provide them with everything they need to succeed when they get started.

An effective onboarding and training program is one of the most reliable ways to reduce employee turnover and to shorten the runway to rep profitability. By demonstrating an investment in an employee, they feel valued and motivated to make that investment worth your while.

Some companies already have a decent training system in place, but others haven’t put much time into it. We’ve built out a learning platform that’s perfect for every situation— it will allow you to upload your content and track your employees as they work through it. But if you haven’t developed any training or don’t want to invest the resources, SalesRabbit Learn has a full library of pre-made, elite-level training videos.

Use Messaging to Build a Culture

One of the major problems that outside sales teams face is communication. With reps sprawling across cities, states, and even countries, how do you keep everyone on the same page? A mass text or email usually won’t do the trick, because you’ve also got to worry about getting the right information to the right people, not send everything out to everyone.

And there’s another problem: the success of sales teams are especially dependent on building a motivating team culture. But how can you do that when company-wide interaction is rare?

We’ve solved that problem by building a messaging platform that both respects the hierarchy of your business but also makes it easy to communicate with large groups of people. You can use the ‘News’ option to send out huge communications like competition incentives, policy updates, or promotional text. Or, you could send messages to specific regions congratulating them on their latest performance, or encourage other regions to step up their game.

This is the best way to build a strong, inspiring company culture that consistently enriches everyone’s experience in your growing company.

Get a System in Place

If you’re going to grow, it’s crucial that you have a plan. You need to have clearly defined roles, responsibilities, and expectations, otherwise your employees are going to struggle to feel like they’re being successful. Everyone will be frustrated and you’ll start dealing with high employee turnover.

Part of building an effective system will be to automate as much as possible. You don’t want to force your reps, managers, or even VPs to waste time on administrative tasks.

The communication between field reps and back office is especially crucial to optimize. When you’re scaling and hiring, it can be a pain for new reps to have to learn the ins and outs of your back office process. But if you’re completely automated with digital contracts, e-signatures, and other back-office integrations, there’s little to no room for error, and your reps can focus on selling.

Everyone’s Journey is Different

Obviously every situation is different, and we’d love to give more personalized help. If you’re struggling to grow and facing individual challenges or want to see how your organization could most benefit from a more tech-driven process, contact us! We’re ready to work with you and help you grow.

Also, feel free to comment below and let us know what kind of content you’d like to see on this blog. We want to be as helpful as we can.

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