{"id":3180,"date":"2017-03-19T23:23:08","date_gmt":"2017-03-19T23:23:08","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=3180"},"modified":"2017-03-19T23:23:08","modified_gmt":"2017-03-19T23:23:08","slug":"scalability-in-sales","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/scalability-in-sales\/","title":{"rendered":"Scalability in Sales"},"content":{"rendered":"

This past Friday, Evan Addams spoke to our class for the 2nd<\/sup> time, primarily about the $40 million sale of NoWait to Yelp. However, he mentioned one point in regard to sales that piqued my interest. \u201cScalability is the magic word for sales.\u201d He didn\u2019t have time to go into detail about this aspect of sales, so I decided to write my blog about this to learn a little more.<\/p>\n

An article I found discussed the 4-step process to a scalable, high-functioning sales machine. The 4 step process includes:<\/p>\n

    \n
  1. hire the same type of salesperson<\/li>\n
  2. put them through the same sales training, so you have similar output<\/li>\n
  3. provide them with the same quality and quantity of leads<\/li>\n
  4. hold them accountable to the same sales process<\/li>\n<\/ol>\n

    When discussing what to look for when hiring a salesperson, the article mentions recurring theme with a company\u2019s top sales people. Attributes included internet market experience, brevity, adaptability, prior success, initiative\/passion, and intelligence. 40% of the top sales people in the company had high scores in these categories when initially interviewed. The biggest aspect was coach-ability, though, and the innate maturity to take critical feedback and be willing to learn and apply the learning points.<\/p>\n

    In terms of training people, the model addressed was not to put the new salesperson with the best salesperson in the company (a shadowing strategy) because this diminishes the new salesperson\u2019s unique art to selling. Instead, they suggest putting new salespeople in a classroom setting to learn a sales \u201cblueprint\u201d and then allow the salesperson to add their unique \u201cflavor\u201d afterwards.<\/p>\n

    Generating the same quality\/quantity of leads includes finding people who are versatile enough in their skill that they can sit down with someone in the company, regardless of department and create quality content.<\/p>\n

    Lastly, holding people accountable to the same sales process refers to the notion that there are 3 steps every salesperson must work to follow: research, prospecting, and connecting with buyers.<\/p>\n","protected":false},"excerpt":{"rendered":"

    This past Friday, Evan Addams spoke to our class for the 2nd time, primarily about the $40 million sale of NoWait to Yelp. However, he mentioned one point in regard to sales that piqued my interest. \u201cScalability is the magic word for sales.\u201d He didn\u2019t have time to go into detail about this aspect of […]<\/p>\n","protected":false},"author":115,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3180","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/3180","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/115"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=3180"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/3180\/revisions"}],"predecessor-version":[{"id":3181,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/3180\/revisions\/3181"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=3180"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=3180"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=3180"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}