{"id":486,"date":"2021-12-13T23:05:35","date_gmt":"2021-12-13T23:05:35","guid":{"rendered":"http:\/\/321-growth-academy-2023.local\/scaling-your-sales-engine-where-to-start\/"},"modified":"2023-11-02T21:12:04","modified_gmt":"2023-11-02T21:12:04","slug":"scaling-your-sales-engine-where-to-start","status":"publish","type":"post","link":"https:\/\/321growthacademy.com\/scaling-your-sales-engine-where-to-start\/","title":{"rendered":"Scaling your sales engine: where to start?"},"content":{"rendered":"\n<p>So \u2013 your sales engine is tuned up and running smoothly. Congrats! But it\u2019s still helpful to look ahead at how you can scale your growth, farther and faster.&nbsp;<strong><\/strong>Read on for some scaling tips.<strong><\/strong><\/p>\n\n\n\n<p><strong>#1: Get clear on your sales goal<\/strong><\/p>\n\n\n\n<p>Sometimes we don\u2019t have a clear sales goal\u2026 or we aren\u2019t clear on how much (or what kind of) sales activity is required to hit it.<\/p>\n\n\n\n<p>So first, get clear on your goal \u2013 whether that\u2019s measured by $ of revenue, type of revenue (MRR, ARR or new vs. repeat biz), numbers of customers, margins or other. Ensure your team is crystal clear on their own goals, so they know what\u2019s expected and how to prioritize their time.<\/p>\n\n\n\n<p>Also, it\u2019s useful to do the math on how much prospecting is needed to hit that goal. In our&nbsp;<a href=\"https:\/\/321growthacademy.com\/sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">Lean Sales course<\/a>, we help you calculate how much prospecting activity you\u2019ll need.<\/p>\n\n\n\n<p>Identify how you\u2019ll measure progress. Clear metrics are essential to your team since they are often tied to sales compensation and will get a lot of attention from investors and your board.<\/p>\n\n\n\n<p><strong>#2: Assess whether your ICP is changing as you grow<\/strong><\/p>\n\n\n\n<p>Sometimes we see that your ICP (Ideal Customer Profile) changes as you grow \u2013 as more people find you, refer you, as you enter new markets.&nbsp;So work closely with your product and CS teams to ensure you understand how your ICP is changing.<\/p>\n\n\n\n<p>How? Here are just a few ways to identify whether your \u201cideal\u201d prospect is changing over time.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Review your sales funnel and look for where you win vs. where you lose<\/li>\n\n\n\n<li>Assess where prospects are \u201cleaking\u201d out of your funnel<\/li>\n\n\n\n<li>Have your product team look for new patterns around product usage and engagement<\/li>\n\n\n\n<li>Marketing can look for whether different ICPs respond differently to your marketing campaigns<\/li>\n\n\n\n<li>Analyze changes in your unit economics \u2013 by ICP<\/li>\n\n\n\n<li>Keep validating, and do periodic customer interviews to confirm your ICP definition still holds<\/li>\n<\/ul>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" src=\"http:\/\/321growthacademy.com\/wp-content\/uploads\/2023\/10\/Gems_Israel-Peck_Quote-1_vFBLITW-1024x536-1.png\" alt=\"\" class=\"wp-image-29714\"\/><\/figure>\n\n\n\n<p><strong>#3: Get clear on roles<\/strong><\/p>\n\n\n\n<p>In the early days, it\u2019s often \u201call hands on deck\u201d to get a deal over the line. But as you scale, you need to divide and conquer, and get clear on who\u2019s doing what.<\/p>\n\n\n\n<p>Consider the sales roles you have in place today, but also consider how that should evolve over time as your team (and revenue) grows. And how your team structure will need to evolve so you can manage and coach effectively.<\/p>\n\n\n\n<p><strong>#4: Change your focus from working IN sales, to working ON sales<\/strong><\/p>\n\n\n\n<p>To really hit the gas, your sales leadership changes from focusing solely on prospecting and closing deals. As you scale, sales leadership focuses on building and optimizing the sales engine, and building and managing the team for high performance. &nbsp;(And of course, helping to close big deals!).<\/p>\n\n\n\n<p>To do this, you likely need a dedicated sales leader with the experience and drive to make it happen.<\/p>\n\n\n\n<p>You also need \u201csales\u201d to be cross-functional (we call it \u201cscmarketing\u201d), ensuring that your sales, marketing and customer success leaders are all aligned, with shared goals and metrics. The truth: they win together, or lose together.<\/p>\n\n\n\n<p><strong>#5: Culture matters<\/strong><\/p>\n\n\n\n<p>Your culture can be a strategic advantage. So be intentional about setting a culture of performance.&nbsp;Reward and celebrate performance. (And get your sales incentives right!)<\/p>\n\n\n\n<p>But also: reward and celebrate learning from mistakes and sharing lessons. A growth mindset helps bring the whole team along for the ride!<strong><\/strong><\/p>\n\n\n\n<p><em>If you want to dive deeper into sales, check out our&nbsp;<a href=\"https:\/\/321growthacademy.com\/sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">Lean Sales course.<\/a>&nbsp;<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>So \u2013 your sales engine is tuned up and running smoothly. Congrats! But it\u2019s still helpful to look ahead at how you can scale your growth, farther and faster.&nbsp;Read on for some scaling tips. #1: Get clear on your sales goal Sometimes we don\u2019t have a clear sales goal\u2026 or we aren\u2019t clear on how&hellip;<\/p>\n","protected":false},"author":2,"featured_media":488,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[7],"tags":[17,24,20],"class_list":["post-486","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales","tag-321-growth-academy","tag-courses","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Scaling your sales engine: where to start - 321 Growth Academy<\/title>\n<meta name=\"description\" content=\"So \u2013 your sales engine is tuned up and running smoothly. Congrats! 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