When you’re a small business you have an intimate sales team – often including (or only consisting of) the founder. That makes it pretty simple to get alignment, tell the same story, know your product inside out, have a clear idea of your potential customer, and get visibility on the customers in your pipeline. You adapt to each customer’s need to secure the deal.

Before you know it, you’ve got a growing team of sales reps that are disconnected from your story, your customer profile, and your company values.

The good news is with a solid strategy in place keeping your sales efficiency as you scale doesn’t have to be a troublesome task.