How to Build a Sales Process Before You Scale Your Team (Ask Jeb)

How to Build a Sales Process Before You Scale Your Team (Ask Jeb)

From Sales Gravy: Jeb Blount by Jeb Blount

August 19, 2026 · 12 min

About this episode

Jeb Blount discusses the importance of having a documented sales process before scaling a sales team and shares insights on compensation and team growth phases.

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…

People in this episode

Host: Jeb Blount

Topics covered

  • sales process
  • scaling a sales team
  • compensation strategy
  • B2B healthcare
  • founder challenges

Keywords

  • sales process
  • team scaling
  • compensation
  • cost of sale
  • B2B sales

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