When we joined this startup, sales were happening—but without any structure. For a full year, founders had been closing sporadic deals, running around in a founder-led sales chaos loop with no CRM, no task tracking, and no defined pipeline.
Despite landing five pilot deals, there was no system to convert pilots into revenue, and the entire sales team consisted of commission-only agents operating without a base salary. No tracking, no analytics, no scalability.
🛠 The Fix: Building a Scalable Sales & GTM Foundation
✅ Phase 1: Infrastructure & Process Setup
- Implemented ClickUp for task management to track every deal.
- Rolled out HubSpot CRM to centralize all sales data and automate meeting scheduling.
- Built real-time dashboards to measure conversion rates at each sales stage.
✅ Phase 2: GTM Strategy & Revenue Planning
- Developed a 2025 company growth strategy with quarterly milestones.
- Designed a detailed GTM roadmap for the first quarter, covering:
🔹 Content strategy & lead generation benchmarks.
🔹 SDR outreach strategies and ICP segmentation.
🔹 Pilot conversion workflows to move from trial to subscription faster.
🔹 Scalable sales playbooks to streamline deal execution.
✅ Phase 3: Hiring, Onboarding & Agent Scaling
- Created a structured onboarding plan, enabling new sales agents to be productive within two weeks.
- Developed competitive battle cards to help reps position against rivals.
- Built a hiring pipeline to recruit top agents at scale, entirely commission-based, with structured performance tracking.
📈 The Results: Predictability, Speed, and Scalable Growth
🚀 Fully operational CRM & tracking system, giving full visibility into sales pipeline.
🚀 Faster deal execution, reducing friction in the pilot-to-subscription conversion flow.
🚀 Agents ramped up in 2 weeks, instead of spending months figuring things out.
🚀 Scalable hiring model built for long-term GTM expansion.
💡 Key Takeaways: Scaling Sales Without the Chaos