The Revenue Compass Blog

The Big Picture

In the complex world of B2B sales, growth is a coveted objective. Companies aim to increase their market share, secure more clients, and, in general, become bigger players in their industries. However, before pursuing expansion, it's imperative for B2B sales teams to prioritize excellence and refinement in their operations.

In this blog post, I will dive into the reasons why focusing on improving your B2B sales team before scaling up is not just a good idea, but a strategic necessity.

Quality Over Quantity:

One of the fundamental reasons to focus on making your sales team better before bigger is the age-old principle of "quality over quantity." While expanding your sales team may seem like a quick fix to boost revenue, it's essential to ensure that your current team is operating at its highest potential. A well-trained and skilled sales team can often outperform a larger team with limited capabilities.

Efficiency and Productivity:

A smaller, highly skilled sales team can often outperform a larger team in terms of efficiency. When you prioritize improvement, you invest in training, tools, and resources that enhance the productivity of your existing team members. This efficiency can result in higher conversion rates, faster sales cycles, and increased revenue without the need for significant expansion.

Expertise and Knowledge:

A better sales team possesses a deeper understanding of your industry, business, offerings and can communicate their value effectively to potential clients. They better understand these nuanced requirements and offer tailored solutions. A larger team may struggle to maintain consistency which can lead to lost opportunities.  

Better Customer Experience:

A better sales team can provide a superior customer experience. Well-trained sales professionals can understand customer needs, provide personalized solutions, and build stronger relationships with clients. This leads to increased customer satisfaction, repeat business, positive word-of-mouth and referrals, which are all essential for long-term growth.

In Conclusion:

While expanding your sales team may be a long-term goal, remember that bigger isn't always better. A smaller, highly skilled sales team that prioritizes quality, relationships, and expertise can often outperform a larger team. The focus should always be on being better before getting bigger. By doing so, you'll not only increase revenue but also build a solid foundation for sustainable growth and long-term success.

Go Deeper:

Carver Peterson helps growth-minded leaders of B2B professional & technical services firms achieve predictable and sustainable revenue growth through a refined strategy, defined process and aligned structure.