Diversity is a hot topic in many workplaces, and there seem to be many inclusion initiatives to help diversify the job market.

The most talked about and important issue for sales organizations is how to properly scale that ensures long-term growth while minimizing the damage done to the company. Rapid growth should not be taken lightly, but it can’t just happen without any thought given as well. That is why having the sales playbook for hyper sales growth is important.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

What are the 5 or so sales metrics of the sales playbook for hyper sales growth that you live by in order to track a sales org?

Saad Shazad: We look for three things when we think about the business. Are we growing? Is it in a healthy way? And are customers happy with our performance so far?” The KPIs that matter to us are revenue growth, sales cycle, conversion rates and lead attainment on MQLs.” But if these questions can be answered positively by management, then “we feel like [they’re] in a pretty good place”.

Shep Maher: Its sort of like sabermetrics in baseball. You can get wound up in the data, but if you forget to look at things such as how many meetings they’ve been having and what their meeting quality is like, then it may not be enough.

I’ve been focusing more on the basics and less on sales efficiency, customer acquisition cost, etc. I want to know how often they’re meeting their target customers as well as what’s going into their pipeline.

How do you transfer the skill set of a great first sales rep to the next ten on a sales team?

Saad Shazad: The first person we hire should be someone who is a builder. They need to know how to lay the tracks and direct where the train goes.

I think that when you first start hiring salespeople, they need to be missionaries. They should go out and spread the mission of your company in order for it to grow. Once this process becomes more repeatable, reps are less coachable.

Its like making time for exercise. You need to schedule it so you can make it a priority or else nothing will happen. If you don’t take care of yourself, then two thirds or three quarters of the year might go by and then one day you’ll realize that your sales reps haven’t been trained at all during this time.

We wanted to step outside of the company lens and work on sales skills. We werent just working on our product, but learning how to sell it better.

Emmanuelle Skala agrees. There are three days a week where they focus on their product, industry or sales skills.

What are some sales tools from the sales playbook for hyper sales growth that you’ve leveraged?

Saad Shazad: One of the things we do to empower team leads and sales managers is give them tools that will help their teams be productive. For example, a tool they can use for all members on their team.

The best tools Ive been able to use in terms of sales efficiency are my finance department and the people who have come before me. They know more than I do, so they can help make things easier for me.

How have you scaled your sales organizations in terms of compensation for sales reps based on your sales playbook for hyper sales growth?

Shep Maher said that the people we want to attract long-term are the ones who buy into our organizations mission. If you havent spent time thinking about what your company’s purpose is, I would encourage you do it because having a clear message can help us attract and retain talent.

In order to be a successful leader, you need to focus on the success of your employees. If they’re happy and get along well with each other, then it will be easier for them to work hard.

We believe in paying close to market, but our commitment is around three things: compensation, making sure they have the right training and coaching so that their success is supported by us.

  • Well give you autonomy So that means we trust your decisions and know that this is a good opportunity for growth.
  • Well help you grow your skills and learn new things.
  • Well show you the impact What are your goals and how can we help you reach them?

Emmanuelle Skala: A portion of my pay is tied to advocacy. I think sales is changing pretty dramatically and the role of a salesperson isnt just to bring in revenue, but good revenue that wont churn out quickly. It has become about bringing in quality customers who can also advocate for your product.

Its important to be honest with employees about their salary and what is expected of them.

You also need to ask if this person is passionate about the company and whether they understand what you do. If not, it will be difficult for them to succeed.

What is the future of sales technology and the use of the sales playbook for hyper sales growth?

Shep Maher: I think that the era were entering is one where buyers can find more information about you and your prices. The playing field has become so level and transparent, compared to how it was before.

Saad Shazad agrees, he says the last 10 years was about marketing automation. The next decade is going to be focused on sales enablement and that we havent seen as much focus on getting more productive for sales reps yet.

Amazon is putting together an analysis of your purchasing behavior and trying to know what youre going to want before you even realize it. Amazon will send the items that they predict you’ll be interested in near a distribution center close by.

Skala says that at the end of the day, it doesn’t matter how many data points and predictions we have as long as a salesperson has those human to human interactions and a well-organized sales playbook for hyper sales growth.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!

Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.