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How to Build a Sales Process Before You Scale | Ask Jeb Blount
Sales Gravy19 Aug 2026
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How to Build a Sales Process Before You Scale you're a savant you just know how to do it like you know how to sell your stuff and you try to “teach people using your language versus a language they can understand that's why you need to process” in place i have so much empathy for for where you are in this process because i've been there more than once and the one thing that i know to be true is you have to stop like you literally have got to stop pull the car over and sit down and work through it and the only way to get there
in that model is a lot higher than it would be if you pay a higher base salary and a much smaller commission. I mean, significantly higher. So what I would suggest that you do, Ramesh, is that you start looking at what do you want your cost of a new sale to be? “Don't include product.” Don't include your support system. Just what do I want the salesperson to cost me of every sale? And an easy way to look at this is think about it in million dollar chunks. For every million dollars I sell, what does the salesperson cost me? And then as you look at that, think about the highest level I'm willing to accept.
in that model is a lot higher than it would be if you pay a higher base salary and a much smaller commission. I mean, significantly higher. So what I would suggest that you do, Ramesh, is that you start looking at what do you want your cost of a new sale to be? “Don't include product.” Don't include your support system. Just what do I want the salesperson to cost me of every sale? And an easy way to look at this is think about it in million dollar chunks. For every million dollars I sell, what does the salesperson cost me? And then as you look at that, think about the highest level I'm willing to accept.