Sales rep excellence
Hire smart, train quick, let them perform.
This part of the Building Blocks framework focuses on sourcing and training the right talent and improving their individual performance - from hiring, through ramp-up, to upskill.
01
Hire better and hire quicker. Get the talent your business needs and establish an environment that makes them want to become a pillar of your company.
02
Ramp-up your new starters to get your whole team on an even footing as quickly as possible. Sustained low-level performance can’t be tolerated in a successful scale-up.
03
Foster a sales culture of continued improvement by managing the performance of your salespeople long after the ramp-up phase has ended.
The building blocks:
Sales
hiring machine
For mature new economy companies, the average employee attrition rate during the first 12 months is 15%.
We also help you establish particular processes for particular positions, and assist you in defining clear talent acquisition goals, in the same way you would have clear financial targets.
*Founders Capital, In the Front Door, Out The Back: Attrition Challenges At High Growth Startups, 2020
Sales new
hire ramp-up
Usually, 80% of sales will be made by 20% of the sales team*, with it taking on average 3 months to ramp-up a salesperson.
This involves creating a playbook of best practices from top performers, a robust onboarding team and a senior leader with experience building onboarding programs.
We then provide KPIs that allow your new starters to progress in the optimal way - not just focused on sales velocity, but also on the manner in which pitches are delivered.
*Buchanan, Is the Enterprise Sales Hire Economically Viable for Startups?, 2020
Sales
Skills Development
Does the learning stop after the ramp-up phase? Absolutely not.
As the skills of your salespeople develop, they not only improve as individuals, but become more unified in their approach as a collective. Your company’s pitch becomes sharper, slicker and utterly identifiable to what your business is all about. At this point playbooks and sales methodologies come easily, so all new sales hires are acutely aware of how to sell your business.
However, this number reaches 25% when businesses are going through a hypergrowth phase and haven’t created a hiring machine or structured onboarding process - a quarter of your staff.*
We work with you to create a specific hiring criteria, incorporating input from all hiring managers across the organisation, to ensure that your applicants are being evaluated in the same way, to the same standard.
We also help you establish particular processes for particular positions, and assist you in defining clear talent acquisition goals, in the same way you would have clear financial targets.
*Founders Capital, In the Front Door, Out The Back: Attrition Challenges At High Growth Startups, 2020
You simply can’t scale effectively with this low-level performance and slow training speed.
Because of this, we offer a structured approach to ramping-up new sales hires. The onboarding starts before new employees arrive, with systems in place to put them in the best possible conditions to thrive in their role.
This involves creating a playbook of best practices from top performers, a robust onboarding team and a senior leader with experience building onboarding programs.
We then provide KPIs that allow your new starters to progress in the optimal way - not just focused on sales velocity, but also on the manner in which pitches are delivered.
*Buchanan, Is the Enterprise Sales Hire Economically Viable for Startups?, 2020
Developing truly top-tier salespeople is a long-term project - with at least 6 months training required. This gets your staff to a point where they have the ability to monitor their own performance and spot what needs improvement, with the tools to make those changes themselves.
As the skills of your salespeople develop, they not only improve as individuals, but become more unified in their approach as a collective.
Your company’s pitch becomes sharper, slicker and utterly identifiable to what your business is all about. At this point playbooks and sales methodologies come easily, so all new sales hires are acutely aware of how to sell your business.
The outcomes of sales reps excellence
Clockwork sales hiring machine
Clear achievements on your headcount plan, which will allow you to reach your financial targets.
Reduced ramp-up time
Salespersons become fully operational faster and generate earlier incremental revenue for your business.
Consistent success in sales
Salespersons routinely operating at an optimal level. Increased conversion rates and reduced sales cycles.
Building Blocks
Atscale framework for making proven decisions and avoiding common pitfalls for rapid, sustainable growth.
Want more detail on how we can help you grow?
Scaling stories
The results we bring are built with our customers and their teams. Here is what they think.
Rodolphe Ardant
Founder & CEO, Spendesk
"With Atscale, we've managed to build foundations that allowed us to scale and brought success in the long-run."
10x
increase in ROI38%
less time to close sales deals+ 3
Average incremental deals signed per month per sales rep
Discover more buildings blocks
Sales Rep
Excellence
Sales Rep
Excellence
In this value chain we help you find and train the right talent for your company in both the short-term and the long-term.
• Sales hiring machine
• Sales new hire ramp-up
• Sales skills development
Sales Engine
Sales Engine
A strong Sales Engine leads to something every business wants - reliable and predictable sales performance and revenue gains.
• Revenue operations
• Sales performance management
• Customer success
Organizational Efficiency
Organizational Efficiency
Source the right volume of talents; org (or re-org) your structure to expand and finally, retain talents with the right compensation & benefits plan.
• Hiring Machine
• Organizational Structure
• Compensation & Benefits
Leadership & Management
Leadership & Management
With hyper-growth, you need to adapt and develop how you are running your organisation from a leadership standpoint.
• Leadership & Management
• Talent Management
• HR Ops & Tool Stack