Ep.77 How to Scale a Sales Team: Why Adding Salespeople Doesn't Increase Revenue
February 3, 2026
Why adding more salespeople doesn't increase revenue, and how to scale your sales team with the right systems and processes.
You want to scale your sales team, but adding more salespeople isn't increasing revenue. What worked with your first sales rep doesn't work when you hire your second, third, or fifth.
In this episode, the Sales SOS panel explains why scaling sales organizations fails and what to do about it.
Topics covered:
- Why your first salesperson can't be replicated (and what to do instead)
- The sales hiring problem: Why one in three sales reps underperform
- Missing sales processes and systems that create chaos when you scale
- How to determine if you have enough market fit to scale sales
- Sales team management: Moving from founder-led sales to a scalable sales team
- Why throwing more salespeople at the problem doesn't work
- How to scale sales without destroying operational capacity
Key questions answered:
- How do I scale my sales team effectively?
- Why can't my sales reps do what I do?
- What systems do I need before hiring more salespeople?
- How many salespeople do I need to hit my revenue goals?
- What's the difference between scaling existing accounts vs. new markets?
If you're struggling to scale sales revenue or wondering why your sales team growth isn't working, this episode gives you the framework to fix it.