crm | Rick GarsonFor any startup, whether big or small, scaling up is an exciting step. Achieving a level of initial success means that a business graduates to a position where they’re able to amplify ideas and nurture a growing employee base. This means that you have to have knowledge about your market, your industry, and how your hard work will pay off.

Grooming a functional and thirsty employee base is a vital step when it comes to growing a business. The shifting needs of a business normally calls for the hiring of new people and the creation of a self-sustaining system. As businesses grow, technology must be used for the purposes of applying automation, magnifying efficiency. This is paramount for developing a template for future efforts to scale upward.

There are four steps one ought to take when setting up an automation system for scaling up to 100 salespeople from just one.

  1. Utilize appropriate technology and tools
    Now, web-based tools are designed to help launch businesses in a way that’s inexpensive. This is particularly true for businesses that aren’t ready to support employees, which is likely a company’s most expensive expenditures. Some cheaper alternatives, including Pipedrive, Nimble, Nutshell, and Really Simple Systems.  When it’s time to sign contracts and bring on staff, businesses can consider Hello Sign, DocuSign, Adobe Sign, and CudaSign. For the purposes of video conferencing, Google Hangouts and UberConference are low-cost choices for communications, as well as Speakeasy.
  2. Consistent messaging should be a part of the training course for your employees
    Answer four questions for your employees when designing a mission statement: “What do we do?; How do we do it?; Whom do we do it for?; What value are we bringing?” Share important messaging that resonates with your team and reinforce that messaging in written form and well as through rich media. Creating a short document that explains a company’s mission and positioning, ensuring that each person is capable of hit the same points and execute tasks identically. If you’re able to create a short video, be sure that it’s that educates on the importance of word selection and tone. Limiting hands-on involvement is the easiest way to save time and money, and enabling scalability.  With that said, the culture of a business demands that you remain present. 
  3. Establish clear and concise expectations and goals
    If you’re strict, slightly unrealistic about quotas, your sales teams will know. Rather than composing unattainable goals, keep operating modes in mind, the stated and the realistic.  Your sales team will know goals can’t be met, and if there are no consequences then your employees will internalize that. Alternatively, state benchmarks that are expected to be reached. Without being too lax, communicate from the beginning the need to do what’s expected. If you react wildly under pressure with demands and arbitrary goals, your employees will begin to think less of you. Pipedrive and other types of marketing automation software allow for the setting of quotas and assessment of employees.
  4. Keep your eyes on the prize, but be flexible
    To create the most efficient team possible, one can’t rely on a single salesperson. Automation emboldens that process, and be on the right side of metrics makes for a confident sales team. One can utilize Bizible, Marketo and Ironpaper to gauge how well an ad campaign or content marketing approach resonates with an audience. Reevaluating automated systems on monthly bases and arming new hires with effective messaging are the best ways that entrepreneurs can help to build a capable collection of employees.

Rick Garson is driven by the possibility of innovation and growth in the entertainment industry every day. He has been at the helm of groundbreaking projects, including the famed Billboard Music Awards. Interested in learning more about Rick Garson, entertainment, travel, and entrepreneurship? Please visit RickGarson.com and RickGarson.net!