Growth is Easy—Until It isn’t: How to Scale While Protecting Your Team and Culture
Sales leaders strive for explosive growth, dedicating countless hours to achieving company objectives. Yet, amid this substantial pursuit, a critical question arises:?
Are you truly prepared for the challenges that accompany rapid expansion?
Leaders often overlook those associated risks and believe the final destination is growth itself. But in reality, the real journey begins after expansion takes place.?
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One of the most critical aspects of this undertaking is scaling your team effectively. A poorly defined plan for that expansion can jeopardize your company's stability in many ways:
Overburdened existing team
When companies experience rapid growth, their existing sales teams can quickly become overwhelmed, causing them to struggle to manage their responsibilities effectively and cope with the relentless pressure.
A survey by Gartner underscores the severity of this problem, with 89% of sellers reporting they feel burned out from work. In turn, that leads to lower customer satisfaction, higher turnover rates, increased customer acquisition costs, less revenue, and, ultimately, a compromised bottom line.
Hiring new sales reps is a valuable way to increase business capacity and meet growing demand. However, it’s essential to approach this process strategically; effective hiring is useless if you fail to provide ongoing training and coaching.
The other option is to outsource your sales team. Through this route, you can scale your salesforce up or down to meet fluctuating demand while avoiding the overhead costs associated with hiring, training, and managing an in-house team.
Loss of company culture
?A strong company culture fosters a sense of belonging, alignment, and shared purpose, which drive productivity, morale, and customer satisfaction.?
When scaling though, it becomes increasingly challenging to maintain a cohesive culture. Further, a poorly managed hiring or outsourcing process can dilute the company's identity.
To retain a solid work culture, sales leaders should reinforce the company's core values and mission through regular communication, create opportunities for the team to connect and build relationships, and recognize and reward culturally aligned behaviors.
Ethan Satterfield , the sales development director at DataGrail, emphasizes how cultivating a strong sales culture from day one starts with the leader being their true self: When a leader feels comfortable showing their authentic personality, it produces a ripple effect that encourages the team to follow suit.
ICYMI (in case you missed it)
David Kreiger, the founder of SalesRoads , welcomed Stevie Case, chief revenue officer at Vanta, to the Sell Like A Leader Podcast .
In the episode, she discussed how to scale and lead a global, remote-first sales team while maintaining a high level of service. She also outlined a structured, yet flexible approach to balance independence and unity within an organization.
You can listen to the full episode here:
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