How to Scale Through Sales - Andrew and Pete - Atomicon

Last Updated: 

May 10, 2023

How to Scale Through Sales - Andrew and Pete - Atomicon

Andrew and Pete; international keynote speakers, ATOMIC founders, authors and YouTubers, are the multi award winning business duo who help small business owners scale their business so they can stop swapping time for money.

What will be discussed on today’s show: 

  • How do you prioritise time for sales?
  • What should we be focussed on selling?
  • What things do you see are holding people back from selling and making more money?
  • How do we do all this, without working every hour of the day?
  • What's your best sales tips?
  • How do you get more people on the phone?
  • How do you not get ghosted?
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Sales are the lifeblood of any business. If you're selling a product or service, then you need to be able to sell it well. But how do you scale your sales team? How do you keep those sales reps on track and motivated? How do you teach them to close deals, day after day? In this post, we'll discuss how your company can scale through sales, so that your business continues growing at a healthy pace!

Create a repeatable sales process

You need a repeatable sales process.

A repeatable sales process can be broken down into three steps:

  • Prospecting - finding new clients or customers.
  • Qualifying - determining if the prospect is a good fit for your product or service.
  • Closing - getting the customer to buy from you by presenting your offer in such a way that they feel compelled to purchase it immediately.

Keep sales in the spotlight

  • Keep sales in the spotlight. Do you know what your sales team is doing? Are they being held accountable for their results, or are they just going through the motions of their jobs? If you don't know how well each person is performing, then how can you help them improve?
  • Keep your team motivated. Motivation comes from many sources, recognition, trust and empowerment all play a role in keeping people excited about what they do every day at work. Without these three components of motivation (and plenty more), it's hard for anyone to stay engaged over time, especially when things get tough or boring!

Hire people who thrive in sales

Hire people who thrive in sales.

You want to hire people who are good at selling, closing deals and following up. They should be able to network and ask questions.

Communicate with your team organically

Communicate with your team regularly.

The best way to scale through sales is by communicating with your team in a way that's organic and easy to access. We recommend using tools like Slack or Trello, which allow you to communicate with everyone at once without having to make calls or emails every time there's an update. If you don't have these resources available, try Salesforce for tracking communication between leads and salespeople on specific deals (or even just keeping tabs on what needs doing next). Finally, Zoom or Google Hangouts are great ways of conducting virtual meetings with remote employees who may not be near a computer all day long!

Understand each employee's role

To scale your sales team, it's important to understand each employee's role. The best way to do this is by defining a job description for each role and then matching employees to these descriptions. For example, if you have an employee who thrives in sales but hates marketing (and vice versa), then you know where the disconnect is between what they're good at and what needs doing next.

If you can't find someone who fits all of these criteria or has the skills necessary for their job description at any given time, don't worry! It doesn't mean that they're not right for your company, it just means that there are other ways they can contribute value beyond just selling products or services.

You need to make it clear that sales are important to your company's success, and when you do, you'll see growth in your business!

It's important that you make it clear that sales are important to your company's success, and when you do, you'll see growth in your business!

Here are some tips for scaling through sales:

  • Make sure your team knows that sales are important to the company. This can be done by making sure they understand how their role contributes to the overall goals of the organisation or by providing them with regular updates on progress against those goals.
  • Be clear about what success looks like for your business (and which metrics matter most). It's also important that everyone involved agrees on what constitutes success, you don't want any confusion here!
  • Have a plan for scaling sales as well as one for scaling up your team if necessary; this could include hiring new people who have experience working with clients or managing others effectively on high-pressure projects like these ones tend to be too often times because there aren't enough hours in day/week/month etc...

How do you scale business sales?

You're probably wondering, "How do I scale my business sales?"

The answer is simple: make more money. The more sales you make, the more profit you can bring in and use to grow your business. When a company grows larger and becomes more profitable, it has the ability to serve more customers and help them solve their problems. If this sounds like an appealing idea for your organisation (and it should), then read on!

How do you scale a sales team quickly?

  • Hire people who are good at sales.
  • Hire people who are good at marketing.
  • Hire people who are good at business development (BD).
  • Hire people who are good at customer service (CS) and customer success (CS).

How do you create a scalable sales process?

To scale your sales process, you must first know what you're selling and who it's for. The most important part of this is understanding why people buy what you're offering. You can't just assume that everyone will want or need what you have to offer, you need to understand their needs and motivations in order to tailor your message properly.

Once you've nailed down who your customers are and why they buy from you, it's time for the next step: how do I sell this? This is where many businesses fail because they don't take into account how much time it takes them (or their employees) to complete each step of their sales process as well as its cost per unit sold. If every single aspect of selling costs money or takes up too much time without generating enough revenue from each sale then there's no way for a business owner like yourself who doesn't want any overhead costs associated with running an operation like theirs!

How do we do all this, without working every hour of the day?

To scale your business, you need to have a plan in place. You need to know what your goals are and be able to communicate them clearly with the rest of the team. You also need to understand who your customer is, what they want and why they come back for more.

Sales process is crucial because it gives structure to all activities related with sales activity: from prospecting potential customers through closing deals (and even beyond). If you don't have one yet then get started right now!

How do you not get ghosted?

Ghosting is a phenomenon where one party to a conversation stops responding, and the other party is left wondering what happened.

Ghosting can happen for many reasons: maybe you're not interested in them anymore, or maybe you're busy with work and haven't had time for their messages. However, there are also cases where ghosters have been known to ignore calls, emails and texts without explanation, and that's no fun!

No matter what caused your last interaction with someone (or "interactions," if we're talking about multiple instances), here are some tips on avoiding being ghosted:

  • Be upfront about your availability when making plans with someone new, if they know when they can reach out next week versus right now, they'll be less likely to give up on trying after one day goes by without hearing back from you.
  • Keep conversations going even if they seem boring or pointless at first; just because something doesn't interest us doesn't mean it won't interest someone else.


Sales is a tough job, but we're here to help! If you're looking for more tips on scaling your sales team, check out our blog post on how to hire great salespeople.

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