Launching a sales function may often feel like a step into unknown territory. Executives know they require results immediately, but building a sales team from scratch is scary. Hiring is slow, processes are rarely clearly articulated up front, and holding on to and motivating talent becomes more complicated than it appears. It is here that the "Build-to-Own" plan comes into play: instead of relying on traditional outsourcing, companies use temporary sales forces guided by expert sales coaching to create lasting, scalable infrastructure that continues even after the initial team fades into the shadows.

The Challenge of Building from Zero

Some firms lowball the complexity of building a sales team. Finding the right individuals is only half the struggle. Managers must also build procedures, choose good tools, and construct a durable culture. Without them, high turnover, uneven results, and wasted costs are possible.

Why Old-School Outsourcing Doesn't Work

Old-school models of outsourcing promise quick wins, but they rarely build enduring value. Companies end up:

Dependent on external sources for transactions and leads.

Failing to leverage internal knowledge sharing opportunities.

Facing cultural barriers and excessive turnover once outsourced reps rotate out.

That's why a Build-to-Own strategy matters—it allows short-term sales to support the template for autonomy.

Step 1: Define the Sales Team You Actually Need

Not every company needs an entire army of Account Executives on day one. Oftentimes, the best blend is SDRs to prospect, BDRs to create a pipeline, and Account Managers to establish long-term relationships. Temporary teams are proof-of-concepts, allowing clients to experiment and iterate before scaling. It's a more intelligent, lower-risk path to building the ideal future team.

Step 2: Recruit and Train, the Right People

The optimal result is the result of attracting aptitude and attitude. Temporary teams don't just fill open jobs; they raise the bar for what future hires should look like. By emphasizing sales team training, shadowing, and comprehensive playbooks, they embed learnings within the client organization. A seasoned sales coach plays a key role in this, guiding new hires and transferring best practices that extend beyond the short-term engagement.

Step 3: Establish Repeatable Sales Processes

Process, rather than mere talent, creates predictability. Every step from qualification and prospecting to handover and closing must be well-established. Temporary teams will typically employ tried-and-true methodologies like Solution Selling, Value Selling, or SPIN. This level of sales process development ensures the future team of the client will have systems to grow, instead of relying simply on individual star performers.

Step 4: Construct the Tech Stack and KPIs

No modern sales team succeeds without the right tools. CRMs, automation platforms, and analytics dashboards are the solid foundation of measurable performance. Important metrics such as conversion rates, pipeline velocity, and sales cycle length are tested and fine-tuned by short-term teams before they're handed over. This prevents costly trial and error when the permanent team takes over.

Step 5: Transition to a Permanent, In-House Team

The true test of Build-to-Own is the handover. Processes, pipelines, and accounts are gradually handed over to in-house recruits. With facilitated support from a sales coach, the in-house team becomes confident without being reliant. The transition is smooth, empowering the client to sustain growth independently.

The Lasting Value of Build-to-Own

Essentially, this model reduces risk in hiring and accelerates time-to-market. Instead of needing to reinvent the wheel, companies get to tap into proven methods, pre-existing playbooks, and a scalable framework. The temporary team is never the end goal—it's the stepping stone to eventual self-sufficiency.

It's not just to hire to build a sales function—it's to build systems that last. External teams supplemented with sales coaching are the building blocks. They fuel growth while creating foundations that remain long after the external team has departed.

Media Contact
Company Name: Illicium
Contact Person: Alex Kleizinger
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Country: Australia
Website: https://illicium.com.au/