Scaling a Startup Sales Team

HubSpot’s founder, Dharmesh Shah, shares 14 tips he has learned from working with early-stage sales teams throughout his career. This grounding article will help you evaluate if it’s the right time for your startup to hire sales reps and provide on-the-ground insights from a fellow founder.

4 min. read

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In this lesson, you'll learn how to make recruiting and hiring salespeople a process that will build a pipeline of talent you can rely on. We'll also discuss how to create an interview process that will uncover the skills and traits that are most important to your team's success and that will help you make good hiring decisions.

2 Videos (24 minutes)

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Download this free sales interview kit to gain access to 6 fill-in-the-blank sales job descriptions, interviewing note templates, sales interview questions, and an offer letter template. You'll create a better experience for your candidates and managers -- all while attracting the sales talent that will propel you beyond your team's quota.

10 Resources (30 minutes)

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Hiring an exceptional salesperson is a tricky process. There’s no universal blueprint that lays out every step to do it successfully. It takes a lot of finesse and good judgment — with some pure luck peppered in every now and then. That being said, there are certainly some steps you can take to set yourself in the right direction as covered in this blog article.

12 minute read

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Sales training gets a bad rap, and it probably deserves it. In this lesson, you'll learn how to create a training program that your team will want to engage with and that will drive results. We'll talk about how to identify training topics, how to structure a training that gets results, how to choose a person to deliver the training, and how to measure your program's overall success.

2 Videos (21 minutes)

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In this lesson, you'll learn how to create a sales process that's robust enough to power your sales team's long-term growth. Mark Roberge of Harvard Business School will explain the buyer's journey, and successful practitioners from many different organizations will talk through how to turn the buyer's journey into a sales process that will guide everything your sales team does. You'll learn how to define the steps of your sales process, how to choose a sales methodology to help your team execute those steps, how to combine your process and methodology into a playbook, and how to improve your sales process over time.

5 Videos (51 min.)

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P.S. If you are utilizing HubSpot for your sales process, we’d suggest also checking out this Academy lesson: Designing your Sales Process in HubSpot

In this ultimate guide, we unpack everything you need to know about sales pipeline management, sales pipeline analytics, and how to drive sales pipeline revenue.

14 minute read

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Learn how to set realistic sales quotas to help your salespeople thrive and your business grow. This guide includes a free Excel template to easily calculate drop-off rates and learn how to increase conversion and close rates.

10 minute read

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Using HubSpot to manage your startup sales? Then this resource will help you learn how HubSpot reporting can help you manage your sales team more effectively.

6 videos (18 minutes)

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Business growth can be an incredibly exciting and exhilarating time at your company. But it can also be stressful, challenging, and messy. In this article, you’ll learn how to prep your sales team to be ready for increased demand and rapid growth.

7 minute read

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Choosing the right candidate to lead your sales organization is critical to the success of your startup. This article will cover when to hire your first VP and how to source the perfect candidate.

5 minute read

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• Did you know HubSpot has a startup program that could help you save 30-90% on all the tools you need to increase leads, accelerate sales, and streamline your customer service? HubSpot for Startups partners with thousands of global VCs, accelerators, incubators, and entrepreneurial organizations to help you go from early-stage to the next hottest IPO. See if you qualify today.

• The HubSpot community is the hub for all conversations around HubSpot. In this startup industry-focused space, we're here to help all HubSpot users ask questions, find answers, and share information with our global network of users.

• Download this guide to build your company's sales strategy in one simple, coherent plan for all stakeholders to reference. 

• While their industry and location may differ, these companies have one thing in common: they grew with HubSpot. These are their success stories.