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The Step-by-Step, No-Nonsense Guide: How to Scale Your Sales Teams for Rapid, Sustainable Growth

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Tara Bryant
Senior VP of Sales at Pipedrive
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Growth Marketing Conference Toronto 2019
April 25, 2019, Toronto, Canada
Growth Marketing Conference Toronto 2019
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About the talk

00:01 Agenda

01:15 How do you scale for growth?

03:02 Customer success or Successful customers

05:12 Team framework: Teams, Focus, Process

10:35 Team framework: Activity, Quality, Compensation Plan, Alignment

17:08 Scale strategically

About speaker

Tara Bryant
Senior VP of Sales at Pipedrive

Tara Bryant has spent over 20 years helping companies—from start-ups to Fortune 500s—get the most out of their complex revenue generating systems. She has much executive leadership experience in rapidly building successful, high-growth global companies in SaaS, technology and e-commerce. Tara specializes in building strong, multi-channel sales teams. She enjoys fast-paced, rapid-growth start-up companies in the enterprise space, which makes her a perfect fit for her current role as Senior Vice President of Sales at Pipedrive.

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I'm going to talk today about how do you scale your team and sales to make sure you have sustainable growth, right so you can have growth but you want it to stick. So we're going to talk a little bit about that first. I'm so I'm going to go through a couple things. I really like it to be very actionable or you can go you like if I do these three things. I'm going to see actual revenue growth and I will see be able to hyper hyper scale. So first I want to apologize for my voice. I like to come over there really cool story. Like I sang to Adele for 6 hours on my way here, but I

didn't I just got on the weather. So I appreciate you guys dealing with the 250 chain smoker have a sound like today. So thanks. Alright. So the first step is how do you create customer value? And I did a great job talking about how you do that. So actually going to do some reinforcements on that a little bit about retention. Second thing will be framework. I love framework team framework ending is super important will Write down with that means and the last one is scale, but do it strategically and so I'll talk about what I think a lot of sales people do as it.

That's when the biggest mistakes and how you cannot not make those. Okay. Alright. So first of all, how do you get there? You know what you want to do, right? You want to grow if you want it you about farts easy. You know what? You know what number you want to hit you want to be the Holy Grail The Big Mama on the street, right? How do you get there to do today? So I want to get you guys what you guys think you need to show option A should you do a hundred percent Revenue retention average net new cells growth. I'm so you're seeing maybe a 30 to 50% Revenue growth year-over-year or you do

option b, do you do 70% Remy retention 200% net new sales and maybe you're seeing between 7D to 90% Revenue growth who here would pick option A. 1 2 3 4K option b So not very pretty sure. There's no option. See you guys. You got to pick something. Okay? Well, alright. So here's what we do

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