How to Build - And Scale - A Successful Sales Team

By Alton Zenon III | Nov 26, 2019

Happy Returns partners with retailers to make customers’ product-returns easy.

Co-founder and CEO David Sobie said that spirit of cooperation is also taken up by the company’s sales and marketing teams, who collaborate often to drive value for the business. 

As an experienced leader, what elements do you see as being most important in scaling a sales team?

Having a leader who sets the bar high is important. Who do sales professionals want to be like as their careers progress? Someone that prioritizes strategy execution, keeps the team on target, is tied at the hip with the marketing and customer success teams and who brings crucial field information back to company leadership.

We also hire people with a history of high performance, a passion for our mission and a competitive drive to win. Emotional intelligence and IQ are equally important. A knowledge of the industry is also a plus.

Having a leader who sets the bar high is important.”

When scaling, how do you ensure your team doesn’t lose the elements that made it so successful in the first place? 

We obsess over the basics. We have weekly pipeline reviews, one-on-ones and shadowings. The marketing team attends our important meetings and we attend theirs. We also have monthly messaging and content syncs for sales training. Everything we do comes back to your values. Is the team complaining about prospect and customer demands? Then it’s time to revisit our strategy.

Article was originally published here.