{"id":26535,"date":"2021-10-26T18:16:58","date_gmt":"2021-10-26T17:16:58","guid":{"rendered":"https:\/\/www.intercom.com\/blog\/?p=26535"},"modified":"2023-12-01T22:21:56","modified_gmt":"2023-12-01T22:21:56","slug":"building-a-sales-team-high-growth-environment","status":"publish","type":"post","link":"https:\/\/www.intercom.com\/blog\/building-a-sales-team-high-growth-environment\/","title":{"rendered":"Building a sales team in a high-growth environment"},"content":{"rendered":"

Getting the team right is one of the hardest parts of scaling sales. Rapid growth means you need a large, high-performing team, and you need it right now. But no sales team can afford to grow without intention<\/a>.<\/p>\n

Many leads\u2019 first meaningful interaction with your business will be a conversation with a salesperson \u2013 you have to carefully consider what kind of experience you want that to be, and who will be delivering it.<\/p>\n

At Intercom, we think a lot about our values<\/a> \u2013 what they are, when they apply, and how they show up across our teams each day. It\u2019s important for each team to explore what kind of attitudes, behaviors, and beliefs help them to perform at their best and work together seamlessly.<\/p>\n

While building a sales team, we\u2019ve focused a lot on our sales culture<\/a>. Here\u2019s how we went about growing a sales team that is both world class and culture-additive.<\/p>\n

Step 1: Create a scalable hiring profile that reflects your company\u2019s values<\/h2>\n

Start with your non-negotiables. Whether you\u2019re bringing on your tenth or hundredth salesperson, you need to discuss the \u201cmust-haves\u201d with your leadership team. Your non-negotiables are your core values and ways of working.<\/p>\n

We\u2019ve defined what must stay the same as we onboard more salespeople. These are values that have been core to the company since its earliest days, and many of them drew our first salespeople to Intercom. It comes down to three things:<\/p>\n