Sales Gravy: Jeb Blount

If you are still the only person selling at your company, the worst thing you can do is start hiring before you have a documented process for people to follow.
In this Ask Jeb, Jeb Blount answers two questions on scaling a sales team the right way, one from Yemi, who is building his first team from scratch, and one from Ramesh, who is trying to figure out how to budget for sales pay and support in a B2B healthcare business.
Jeb walks through the three stages every founder hits when they try to grow a team: the solo seller, the roller coaster, and the building phase, including the $45,000 mistake he made this year by skipping straight to hiring without a process in place. He also breaks down how to think about compensation, why a lower base and higher commission actually raises your cost of sale, and how to calculate what a new sale should cost you as your business grows.
What You'll Learn:
Why documenting your sales process before you scale protects you from expensive turnover
The three phases every founder cycles through when growing a sales team, and which is the most dangerous one
Why you have to block time outside of peak selling hours to build out your system instead of waiting until you are desperate
How bringing in a sales leader to document the process, separate from the founder's own instincts, speeds up the process
How to calculate cost of sale in and use it to guide your compensation strategy
Why a low base salary and high commission structure can actually lower your true cost of sale
Why your margin should determine how much you can afford to pay in commission
How support staff and infrastructure spending shift as a company grows past its early scrappy stage
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Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Grab your tickets for OutBound Conference
Follow Jeb Blount on LinkedIn

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It’s the never-ending task that most people push off as long as they can. But knowing the best day of the week, even the best time of day to make cold calls, is a sales skill itself. Jeb Blount tackles one of the most common questions salespeople ask him and discusses the oversaturation of internet studies that all contradict each other on the best times to pick up the phone. If the smartest teams in the business can’t agree on a set time, is there really even a best time to cold call? The trainers at Sales Gravy, backed by years of experience and measurable data, all overwhelmingly agree that there is.

📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
🎲 Learn more about the OutBound Conference
🖋️ Download our Free Fanatical Prospecting Call Tracker
🔗 Follow us on LinkedIn!

Our Sponsors:
* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.

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Buyer resistance doesn't stop with the client. Leaders face a second, tougher version of it inside their own teams. Amy Franko and Jeb Blount Jr. get into where the smartest organizations are finding growth right now, and why so many are looking at the accounts they already have instead of chasing new ones. Amy breaks down what it actually takes to get your own team behind a strategy before it ever reaches a customer. She urges sales leaders to make the investment in the OutBound Conference to work through these strategies in person with her.

📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
🎲 Learn more about the OutBound Conference
🔗 Follow us on LinkedIn!

Our Sponsors:
* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy

Getting screened out of sales jobs by AI before a human even looks at your resume?
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Nick, who is trying to move from the rail industry into a sales career and keeps getting screened out by applicant tracking systems.
Jeb's answer is simple: stop treating your job search like an application and start treating it like a prospecting campaign. Nick's rail industry background is the exact expertise that companies selling into that industry are looking for. Jeb breaks down how to identify those companies, use LinkedIn and local networking to get in front of the people who make hiring decisions, and shares a real world example of an in-person walk in that landed a interview in just a few minutes.
What You'll Learn:
Why resume screening and AI applicant screening systems disqualify non-traditional candidates before a human ever sees their resume
How to identify companies that sell into your current industry and use your expertise as a shortcut into sales
Why treating your job search like a prospecting campaign beats just sending in applications
How to use LinkedIn, your network, and local business owners to get directly in front of hiring managers
How walking in the door instead of submitting a resume can change the outcome entirely

Whether you're pivoting from a specialized industry or just trying to get noticed instead of filtered out, this episode gives you a practical playbook for getting in front of the right people in your search for a sales role.
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Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Grab your tickets for OutBound Conference
Follow Jeb Blount on LinkedIn

Our Sponsors:
* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy

Prospecting can feel like playing the lottery, but treating it like one is a sure way to lose. In this week’s Money Monday, Jessica Stokes explains why the random approach to prospecting fails, and what actually separates reps with full pipelines from reps stuck in feast or famine. She breaks down how to target the right prospects, build lists before you need them, and use enough touchpoints to actually get a response, then leaves you with five questions to determine if your prospecting is working or just running on hope.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
💻 Enroll in Sales Gravy University Courses with Jessica Stokes
🔗 Follow us on LinkedIn!

Our Sponsors:
* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy