To scale a sales team intelligently, you need to do two things—you need to set up a hybrid sales model, and you need to invest in automation. What do I mean by a hybrid sales model? Well, lots of companies see a self-service sales model and selling through salespeople (commonly called “assisted sales”) as two completely different worlds. Self-service is for small businesses, but the really big deals are done through real sales reps, the thinking goes. Don’t cross the streams. Well, that’s nonsense.
