{"id":13062,"date":"2022-04-13T15:07:00","date_gmt":"2022-04-13T15:07:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/the-smart-way-to-scale-your-sales-team\/"},"modified":"2023-11-16T03:04:48","modified_gmt":"2023-11-16T03:04:48","slug":"the-smart-way-to-scale-your-sales-team","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/","title":{"rendered":"The \u201cSMART\u201d Way to Scale Your Sales Team"},"content":{"rendered":"\r\n

What are the best practices for predictably scaling a sales team\u2019s revenue? Here are six ideas that we share with sales leaders, each of which is built on the foundation of personal SMART goals. (See best practice #1, below.)<\/p>\r\n\r\n\r\n\r\n

    \r\n
  1. Develop a personalized coaching and mentoring approach to developing high performers.<\/strong> This is the first priority. Focus on coaching your top performers first! That means making time for private one-on-one conversations with each of them. These confidential discussions are all about helping the high performer get where they want to go next in their life. We do that by supporting them and helping them to ramp up their progress measurably toward personal and professional goals that motivate them to go beyond their comfort zone. These one-on-one sessions are driven by us asking questions about:\r\n
      \r\n
    1. what is working for the salesperson right now,<\/li>\r\n
    2. what isn\u2019t,<\/li>\r\n
    3. what the obstacles are,<\/li>\r\n
    4. how best to overcome those obstacles,<\/li>\r\n
    5. what to do more of,<\/li>\r\n
    6. what to do less of, and<\/li>\r\n
    7. what to do differently.<\/li>\r\n<\/ol>\r\n<\/li>\r\n<\/ol>\r\n\r\n\r\n\r\n

      A truly effective coach uses questions \u2013 not lectures \u2013 to make sure the answers to these questions connect to a set of unique personal and behavioral goals<\/a>. These must be goals that are Specific to the high performer; Measurable in a way you both understand, Attainable in your market, Realistic yet a bit of a stretch, and Time-driven, meaning you both know when the goal is supposed to be fulfilled. During these one-on-one meetings, your goal as the sales leader is to use such SMART goals to shift goal setting from a problem-solving activity to an activity that supports one individual\u2019s unique, aspirational personal mission. For more on these all-important conversations, see the forthcoming book Coach to Success: Insights on the Art and Science of Managing Sales Performance<\/em>.<\/p>\r\n\r\n\r\n\r\n

        \r\n
      1. Develop, record, and standardize an effective sales process.<\/strong> If you\u2019ve got twelve different people following twelve different roadmaps to buyer decisions, your team will not scale. Period. As the sales leader, it\u2019s your job to systematize this, so invest whatever time you need to invest to identify the right \u201csheet music\u201d \u2013 and then make sure everyone is singing from it. Delayed sales cycles can also be avoided.<\/li>\r\n<\/ol>\r\n\r\n\r\n\r\n
          \r\n
        1. Track behavior, not just numbers.<\/strong> Behavior is something people can adjust far more easily than revenue outcomes. So, we want to be sure to track the behavior. It\u2019s not that closed deals aren\u2019t important. They are! But having a clear fix on the unique daily, weekly, and monthly behaviors that make it possible for each of your team members to most effectively deliver that revenue \u2013 is essential. Make sure each rep has a personalized behavioral plan that connects to, and supports, his or her unique income goal. This personalized plan<\/a> is a hallmark of sales teams that set, and hit, aggressive sales targets: everyone on the team has such a plan, and everyone tracks behavior consistently to see just how close they are to fulfilling the plan!<\/li>\r\n<\/ol>\r\n\r\n\r\n\r\n
            \r\n
          1. Build a \u201clearning community\u201d as well as a \u201cdoing community.\u201d<\/strong> How much time do members of your team spend on personal development activities? Does each salesperson have a unique goal that connects to his\/her specific career track? What new and relevant techniques are your people learning each week? These are important questions. Find the right answers to them! Focusing only on doing, and never on learning, means people aren\u2019t investing in their own personal growth. Where there is no personal growth, there is no growth on the sales team<\/a>!<\/li>\r\n<\/ol>\r\n\r\n\r\n\r\n
              \r\n
            1. Develop \u201cthought leaders\u201d within the team.<\/strong> Certain top performers can help you and the rest of the team to spot new trends in the marketplace and identify new techniques for connecting with likely buyers. Make the most of the competitive intelligence these people uncover on the front lines\u2026by letting them share it with the rest of the team! Celebrate them appropriately for doing so.<\/li>\r\n<\/ol>\r\n\r\n\r\n\r\n
                \r\n
              1. Use effective hiring and managed turnover to raise the cultural commitment of your team.<\/strong> Hiring effectively means hiring to sustain or upgrade the workplace culture you want. Managing turnover<\/a> means letting people leave who don\u2019t support the attitude and the values you are personally committed to upholding. Translation: If someone isn\u2019t living your culture, and seems unlikely to live it in the future, your goal should be to find a way to help them move on to another situation where everyone will be happier. And when they\u2019re gone, and you hire for the now-open position, make sure you hire for a strong cultural match, not just for skills and background. When you raise the cultural commitment, you raise the team\u2019s performance!<\/li>\r\n<\/ol>\r\n\r\n\r\n\r\n

                Follow these six best practices consistently, and you will find yourself well positioned to scale your sales team \u2013 and, by extension, your organization. Read this blog post to learn the top 10 behaviors team members need to scale a sales team.<\/strong><\/a><\/p>\r\n","protected":false},"excerpt":{"rendered":"

                Here are six ideas that we share with sales leaders, each of which is built on the foundation of personal SMART goals.<\/p>\n","protected":false},"author":18,"featured_media":13063,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1033,1035],"class_list":["post-13062","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-leadership","tag-management"],"acf":[],"yoast_head":"\nThe \u201cSMART\u201d Way to Scale Your Sales Team - Sandler<\/title>\n<meta name=\"description\" content=\"Here are six ideas that we share with sales leaders, each of which is built on the foundation of personal SMART goals.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The \u201cSMART\u201d Way to Scale Your Sales Team - Sandler\" \/>\n<meta property=\"og:description\" content=\"Here are six ideas that we share with sales leaders, each of which is built on the foundation of personal SMART goals.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2022-04-13T15:07:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-11-16T03:04:48+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/The-SMART-Way-to-Scale-Your-Sales-Team.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"1000\" \/>\n\t<meta property=\"og:image:height\" content=\"667\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Dave Mattson\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Dave Mattson\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/\",\"url\":\"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/\",\"name\":\"The \u201cSMART\u201d Way to Scale Your Sales Team - Sandler\",\"isPartOf\":{\"@id\":\"https:\/\/sandler.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/The-SMART-Way-to-Scale-Your-Sales-Team.jpeg\",\"datePublished\":\"2022-04-13T15:07:00+00:00\",\"dateModified\":\"2023-11-16T03:04:48+00:00\",\"author\":{\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/b5006d8f2ef9f846d12dd9de223882ab\"},\"description\":\"Here are six ideas that we share with sales leaders, each of which is built on the foundation of personal SMART goals.\",\"breadcrumb\":{\"@id\":\"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/#primaryimage\",\"url\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/The-SMART-Way-to-Scale-Your-Sales-Team.jpeg\",\"contentUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/The-SMART-Way-to-Scale-Your-Sales-Team.jpeg\",\"width\":1000,\"height\":667,\"caption\":\"The \u201cSMART\u201d Way to Scale Your Sales Team\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/sandler.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"The \u201cSMART\u201d Way to Scale Your Sales Team\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/sandler.com\/#website\",\"url\":\"https:\/\/sandler.com\/\",\"name\":\"Sandler\",\"description\":\"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/sandler.com\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/b5006d8f2ef9f846d12dd9de223882ab\",\"name\":\"Dave Mattson\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/b4a0ec4f274f78479a0085f6e068afebf6610b86a4298f497e3eea1eec900d54?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/b4a0ec4f274f78479a0085f6e068afebf6610b86a4298f497e3eea1eec900d54?s=96&d=mm&r=g\",\"caption\":\"Dave Mattson\"},\"description\":\"David Mattson is the CEO and President of Sandler Training, an international training and consulting organization headquartered in the North America. Since 1986, he has been a trainer and business consultant for management, sales, interpersonal communication, corporate team building and strategic planning throughout the United States and Europe. David is the author of the Wall Street Journal bestsellers, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them and Sandler Success Principles: 11 Insights that will change the way you think and sell. He regularly authors articles for business publications and continues to be involved in the ongoing creation and development of new Sandler training products and programs.\",\"sameAs\":[\"https:\/\/sandlersysdev.wpengine.com\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"The \u201cSMART\u201d Way to Scale Your Sales Team - Sandler","description":"Here are six ideas that we share with sales leaders, each of which is built on the foundation of personal SMART goals.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/","og_locale":"en_US","og_type":"article","og_title":"The \u201cSMART\u201d Way to Scale Your Sales Team - Sandler","og_description":"Here are six ideas that we share with sales leaders, each of which is built on the foundation of personal SMART goals.","og_url":"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/","og_site_name":"Sandler","article_published_time":"2022-04-13T15:07:00+00:00","article_modified_time":"2023-11-16T03:04:48+00:00","og_image":[{"width":1000,"height":667,"url":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/The-SMART-Way-to-Scale-Your-Sales-Team.jpeg","type":"image\/jpeg"}],"author":"Dave Mattson","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Dave Mattson","Est. reading time":"4 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/","url":"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/","name":"The \u201cSMART\u201d Way to Scale Your Sales Team - Sandler","isPartOf":{"@id":"https:\/\/sandler.com\/#website"},"primaryImageOfPage":{"@id":"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/#primaryimage"},"image":{"@id":"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/#primaryimage"},"thumbnailUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/The-SMART-Way-to-Scale-Your-Sales-Team.jpeg","datePublished":"2022-04-13T15:07:00+00:00","dateModified":"2023-11-16T03:04:48+00:00","author":{"@id":"https:\/\/sandler.com\/#\/schema\/person\/b5006d8f2ef9f846d12dd9de223882ab"},"description":"Here are six ideas that we share with sales leaders, each of which is built on the foundation of personal SMART goals.","breadcrumb":{"@id":"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/#primaryimage","url":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/The-SMART-Way-to-Scale-Your-Sales-Team.jpeg","contentUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/The-SMART-Way-to-Scale-Your-Sales-Team.jpeg","width":1000,"height":667,"caption":"The \u201cSMART\u201d Way to Scale Your Sales Team"},{"@type":"BreadcrumbList","@id":"https:\/\/sandler.com\/blog\/the-smart-way-to-scale-your-sales-team\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/sandler.com\/"},{"@type":"ListItem","position":2,"name":"The \u201cSMART\u201d Way to Scale Your Sales Team"}]},{"@type":"WebSite","@id":"https:\/\/sandler.com\/#website","url":"https:\/\/sandler.com\/","name":"Sandler","description":"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/sandler.com\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/sandler.com\/#\/schema\/person\/b5006d8f2ef9f846d12dd9de223882ab","name":"Dave Mattson","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/b4a0ec4f274f78479a0085f6e068afebf6610b86a4298f497e3eea1eec900d54?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/b4a0ec4f274f78479a0085f6e068afebf6610b86a4298f497e3eea1eec900d54?s=96&d=mm&r=g","caption":"Dave Mattson"},"description":"David Mattson is the CEO and President of Sandler Training, an international training and consulting organization headquartered in the North America. Since 1986, he has been a trainer and business consultant for management, sales, interpersonal communication, corporate team building and strategic planning throughout the United States and Europe. David is the author of the Wall Street Journal bestsellers, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them and Sandler Success Principles: 11 Insights that will change the way you think and sell. He regularly authors articles for business publications and continues to be involved in the ongoing creation and development of new Sandler training products and programs.","sameAs":["https:\/\/sandlersysdev.wpengine.com"]}]}},"_links":{"self":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/13062","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/users\/18"}],"replies":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/comments?post=13062"}],"version-history":[{"count":0,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/13062\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media\/13063"}],"wp:attachment":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media?parent=13062"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/categories?post=13062"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/tags?post=13062"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}