Growing a sales team is a challenge that every business must overcome if it is to become scalable.  Success means hiring into a proven process and managing performance. I analysed the sales process of two of my clients - both are growing fast. I thought it would be useful to try to learn from any similarities in their approach. They are in entirely different sectors – one selling software (transactional up to complex solutions sales) and the other a builders’ merchant (almost entirely transactional sales). Both sectors are highly competitive, which makes their performance even more impressive. The things they have in common are: They are both run by people who did not found the business. One was brought in to take over as MD and the other progressed internally from a junior sales role. They both use internal telesales teams supported by field sales as their primary sales method. They both include a mix of account and new business sales in everyone’s target. The account element has ...