Back
The War Room
Question
Post

Scaling AE team

Hey Sales Savages,


Looking for advice on scaling from 8 AEs to 16 in the course of two years.


Context is - privately held company looking to increase new ARR from 3 million (current) to 6 million (average deal size $10k ARR) in that two year period.


I know this is a blanket advice request but I want your advice on what you learned, what you prioritized, what worked, what didn't ... know that we already know some challenges and are working on sharpening our ramp period, promotion from business development, sales engineer scale, quotas, target market, etc.


Any and all help is appreciated - thanks!

๐Ÿ‘‘ Sales Strategy
โ˜๏ธ Software Tech
๐Ÿงข Sales Management
3
Rallier
Politicker
+9
Account Executive
Develop a training plan BEFORE you hire AE's.ย  I keep seeing managers prioritize hiring and nothing else. AEs then come in, feel like they aren't set up for success and then leave
CuriousFox
WR Officer
+11
Needer of Life Alert
Develop and make sure the training plan is actually executed.ย 
salesmanager80
Good Citizen
Sales Manager
Do you see that execution overseen by management, sales enablement, ops or all of the above?
salesmanager80
Good Citizen
Sales Manager
In your experience, are certain key areas not part of the training plan or that the training plan is just non-existent?
Salespreuner
Big Shot
+11
Regional Sales Director
Training and ramping plan too with clear vision in place for new acquisition
ye
yer_blues
Opinionated
+1
Sales Director
1. Invest in technology to make them successful. Gong is great for both feedback as well as a repository of past calls. New hires can immediately listen to all calls of top performers and understand what it takes to be successful. Zoom/Sales Nav helps with prospecting.

2. Create a sales learning and development program with structured onboarding plans before you hire the new reps.ย 

3. Make sure leadership capacity is a consideration of this hiring blitz. If you overwork managers and they don't have the time to commit to coaching. You'll fail.

4. Make sure inbound lead flow can support the growth.

5. Doubling your salesforce is a big jump. Make sure territory planning and compensation plans are built to encourage high-performance and quota attainment.ย 
salesmanager80
Good Citizen
Sales Manager
Great advice - thank you!ย  I will ask further questions after digesting your advice against our existing plans!
ye
yer_blues
Opinionated
+1
Sales Director
No problem. Iโ€™ve done this type of scale
at my biz a handful of times. From 4 to 65 in 4 years. Happy to helpย 
Salespreuner
Big Shot
+11
Regional Sales Director
Splendid advice
Chep
WR Officer
+10
Business Development Team Lead
Make sure you have the old AEs run shadows for any new AEs. Best way to learn in my opinion
salesmanager80
Good Citizen
Sales Manager
When you say run shadows, are you referring to tenured AE's be a wingman on live calls or the newer AEs shadowing tenured reps?
Chep
WR Officer
+10
Business Development Team Lead
The latter
Show 1 more replies
8
Have you even been a team lead or a player/coach for an AE team? What was the experience like?
Question
23
4
What's the better path? SDR Team Lead or MidMarket AE
Advice
8
What's Better?
gg
+29
ggd1002 , ย  friendlyginge , ย  detectivegibbles ย  and 29 people voted
*Voting in this poll no longer yields commission.
24
SPIF Ideas for my BDR team?
Advice
47