Build a Sales Team That Can Help You Scale Up
Hello friends, leaders, and operators,
Since I recently have been working some of my clients to build sales teams for them, I said to myself why not write about this? So this week, I am going to talk about building a strong sales team that can help your business thrive, and one mistake that normally management makes when it comes to sales team.
One of the most common issues I’ve seen in business is lack of sales. That’s the main reason many businesses struggle with cash flow, and in some cases, they’re forced to shut down completely. Without consistent revenue coming in, it becomes harder to pay your team, invest in marketing, develop your product, or even keep the lights on.
Even if you're not facing a sales crisis right now, having a strong sales team in place can be a game changer. In many startups, the CEO is also the main salesperson. And on top of being a visionary, they carry the responsibility of selling the product or service. That can work in the early days, but over time, it becomes exhausting and unsustainable. So what's the solution?
You need to build a sales team that works like a Swiss Watch (Imagine Rolex 🤩), bringing in leads, generating revenue, and moving the business forward without you having to be in every single conversation.
Depending on your industry and business model, the structure of your sales team may vary. But there are some core traits you should always look for when putting that team together.
1. Problem Solvers
Salespeople should be problem solvers. Before they sell anything, they need to be good at diagnosing problems. That means asking the right questions, actively listening, and understanding the client's real challenges. If they can't identify the problem, they won’t offer the right solution, and that leads to poor-fit deals, churn, and brand damage.
2. Discipline
Sales is mentally demanding. Getting rejected ten, twenty, even hundred times a day can wear down any human being. Discipline is what keeps good salespeople consistent. It’s what allows them to follow up, stay organized, and keep pushing even when it’s hard. Without discipline, they burn out fast.
3. Integrity
You need people who care about the company, the client, and the long game. When a product or service isn't a good fit, your sales team should have the integrity to say so. If they’re desperate to close every deal just to hit numbers, they’ll destroy trust and damage your reputation. Salespeople with integrity protect the brand while still driving revenue.
4. Vision
Your salespeople need to understand the company’s vision and see their role in it. They should be focused on closing deals and not just sending emails, attending meetings, or doing surface level work. When a sales rep is aligned with the company’s mission and understands why their work matters, they show up differently. They become ambassadors, not just agents.
5. Coachability
One of the most overlooked traits in sales hiring is coachability. If a salesperson can’t take feedback, if they think they know it all, or if they refuse to learn from others, they might hit short-term goals, but they’ll hurt your culture long-term. You want people who are humble enough to learn and strong enough to grow.
Take Care of Your Sales Team
Now here’s something I’ve seen too many times. A sales rep exceeds their quota. They bring in more revenue than expected. And suddenly, management starts to panic about commission payouts. So what do they do? They raise the quota, change the compensation structure, or move the goalposts without warning, just to save a few bucks.
That mindset is a mistake. You’re shooting your golden goose.
Your salespeople are the front line of your company. They talk to your clients, represent your brand, and fight for your revenue every day. If you want them to bring their A-game, they need to feel supported, respected, and fairly compensated.
Set clear expectations. Make their goals realistic. And when they win, celebrate with them, don’t penalize them. That’s how you build loyalty, performance, and a culture where people want to grow.
If you're trying to build or fix your sales team, and you’re not sure where to start, let’s connect. I can help you put the right structure in place, hire the right people, and make sales one of your company’s biggest strengths.
