How do you effectively scale a sales organization?

Kevin is the Chief Revenue Officer of Abnormal Security, where he leads worldwide revenue generating activities. In this class, Kevin lays out the steps required for building a best-in-class sales organization, starting from early sales hires all the way to expanding to a larger team. He brings strategic and operational experience with over 20 years of success leading global, high-performance sales teams at companies including Vectra AI and Proofpoint.

The way to effectively scale a sales organization is by identifying, the variables. it starts with, what are your goals for that particular year then ultimately for call it three years down the line in terms of revenue. So you actually build out this capacity plan and I think what's interesting is everything looks good on a model on paper, right?

Kevin Moore: Or an Excel spreadsheet. Oh, you can change it to, but the reality is to really scale a, an effective. Go to market engine. It really starts with ensuring that you're, you are enabling the people that you bring on board. So remember, it's incredibly important to document best practices along the way through an entire sales process.

And, that's going to yield the best result, in any sales campaign. and then, it's around then building a repeatable enablement processes. The right systems with the right content, with the right [00:35:00] training, an onboarding process that will get them to adhere to those best practices immediately as quickly as you possibly can.

But then ultimately the idea is through this enablement process, you have to continue to iterate and you have to rinse and repeat, And, and evolve those, that enablement process as the company evolves. I think, one of the challenges that a lot of early stage companies is they don't invest enough in enablement.

What I mean by that, by, training and onboarding, but it also is all about, the systems and the software and the repositories to collect that data, to make it easily accessible for these new account executives, as they're going through their journey to become productive reps.

And then doing that at scale is important that it's, again, easily accessible. And also tracked and measured. So for us, if you're going to be coming on board, as a new account executive, we have clear timelines to what you're going to hit some milestones and you have a dashboard and a system that tells you how you're tracking against that.

and [00:36:00] if, if you're failing of that, then we do, dedicated enablement to ensure that, that they come up to speed, but it really starts with, ensuring that anybody that's coming on board understands what's required of them understands the milestones, which they need to hit and then give them all the tools and enablement to get them.

Kevin Moore: And then, and then ultimately that becomes very repeatable and we hear it abnormal and think tripled, or we have tripled the organization within the past, call it five months. And that's because of the investments that we've made in enablement to ensure that every one of our account executives and supporting personnel know exactly what they're going to do are trained to do that.

And we're tracking and monitoring and helping along the way. 

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