Best Practices for Scaling your Sales Organization, Insights From Talk

Grant Kitching from Citrix who helped lead Citrix’s growth from $8M to over $115M in approximately 4 years led a talk on "Best Practices for Scaling your Sales Organization."A great discussion at HQ Capital Club in Raleigh.
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A special thanks to Vince Beese from Triangle Revenue Exchange (TRE) forum for supporting this talk per the mission of the organization to focus on cross functional areas of revenue generation including direct sales, enterprise sales, business development, client retention & growth, channel sales, reselling, demand generation, and inside sales etc.
Here are some key talking points from the discussion:

• Success is not linear. Many ups, downs, and wiggles along the growth path. The key is to keep at it and focus. Keep moving toward your good noble purpose and things will happen.
• Understand not here to just sell a product or service. Here to do big things and make a big difference. Work your business and towards a higher calling like making a difference in humanity and changing business for the better.
• Two books recommended for the various phases of selling in different growth points of company. From $10-$50M read "Spin Selling". For $50-$100M read the "Challenger Sale".
• Don't let good stand in the way of great. No BS!
• Have clear purpose and values. Do the right things and know when you're doing the right actions.
• Know your product market fit, research and identify your use case, then once your bulls-eye winning recipe is identified rinse and repeat. Scale up. First with sales then marketing.
• Define your GTM motion. Vertical or GEO or blend. Selling as expert in a vertical gives you a competitive advantage.
• Define your team's purpose and value. Work off them. "Culture Trumps Strategy"
• When hiring good sales people look for those who show they have skills in empathy and been through some bumps in the road for the grit, tenacity, and persistence needed to succeed.
• Your opinion on a "valuable" is irrelevant. Get a data scientist. Proof is in the numbers. Numbers never lie. Let the data speak for itself.
• "Easy Choices, Hard Life", "Hard Choices, Easy Life".
• Focus on retention of your customers. One churned customer is 7x more expensive then getting a new customer.
• At the $50M -$100M read book, "E-Myth" Revisited
• Life is to short to not do great things. Be great!

Lastly, on everyone of the slides shared per things to focus on in different growth phases of the business from up to $1M, $2M to $10M, $10M-$50M, and $100M+ was the importance of "Having Fun" along the way. Make sure with all the hard work that you "Have Fun" to be a great place to work and have an environment that fosters good teamwork, sense of home, and place where accomplishments are celebrated and the team helps cheer each other on!

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