If you’re asking how to build a sales team, you’re usually at the point where the founder can’t take every call. Kyle Koschel installs sales systems inside online and service businesses so capacity grows without guessing.
1. Document the winning call before you hire
Record your best closes. Turn them into a script and objection map. If you can’t teach it, you can’t hire for it.
2. Track the only numbers that matter
- Leads → booked
- Booked → showed
- Showed → closed
- Cash collected (not just “sold”)
Without a tracker, you’ll argue vibes instead of coaching performance.
3. Protect show rate
Reminders, confirmation, qualification, and calendar hygiene. A team with empty Zoom rooms looks like a hiring problem when it’s really an ops problem.
4. Hire for ramp, not day-one miracles
New closers need volume, call review, and a clear bar (e.g. a ramp window with minimum calls). Fire and coach from data — not from whether you “like” them.
5. Align pay with cash collected
Base plus commission on money that actually clears. Misaligned incentives create fake closes and payment-plan chaos.
Where this fits in the growth stack
Sales teams only work when the offer and traffic are solid. See how to scale an online business and what a growth partner does.
Get help installing this
Message Kyle on Instagram if you want the system built inside your company. All guides