The Chief of Staff Podcast Scaling People and Process
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Jul 18, 2025 Discover the key strategies for successfully scaling organizations, focusing on intentional design and smart decision-making frameworks. Learn how to create flexible guardrails instead of rigid rules, and the importance of nurturing relationships with distributed teams. The podcast dives into the challenges of rapid growth in sales teams and the integration of offshore teams to drive innovation. Explore the nuances of tool adoption, vendor evaluation, and financial considerations in AI implementation, all while maintaining a strong company culture.
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Scaling Sales Team Rapidly
- Xander shared scaling a sales team from 15 to 90 people after a $60 million Series A at Leapsome.
- They created a clear operating model including communication, single sources of truth, and performance tracking to manage growth.
Set Guardrails for Sales
- Xander recommended creating clear guardrails for the sales process, like a master pitch deck, to maintain consistency despite team size.
- Allow controlled flexibility for reps to tweak pitches to prospects while avoiding a chaotic proliferation of materials.
Building Trust with Offshore Teams
- Rachel described doubling her offshore team and standardizing processes while building relationships by sending US employees overseas.
- She witnessed a shift from task-giver to collaborative partnership, increasing trust and revealing untapped offshore skills.
