Introduction
If you want to build a $100 million business, you have to learn how to scale a team the right way. It’s one thing to make six figures with a few employees, but scaling to millions requires a whole new set of skills and strategies. In this guide, I’ll walk you through the exact steps I took to build a team of A-players and generate over $100 million in sales.
“How I Built a $100M Team: A Step-by-Step Blueprint”
Stage 1: Your First Hire
The biggest mistake most entrepreneurs make is hiring too early or hiring the wrong person. When I was just starting out and scaled past $20,000 a month, I realized I needed help to take my business to the next level. My first hire was my brother, Benson, who handled all the fulfillment tasks, allowing me to focus on sales and marketing.
Here’s the key lesson: if you can, hire someone with prior experience for the position. While hiring my brother worked out in the long run, finding someone who already knows the ropes can significantly speed up your growth.
For your first hire, try to structure pay in a way that minimizes risk for the business. I paid my brother per client, which ensured that my business wouldn’t be burdened if we had a slow month.
Stage 2: Hiring a Setter
Once you’re consistently hitting $20,000 to $30,000 a month, it’s time to hire a setter. This person is responsible for qualifying leads and booking sales calls—one of the most important roles in your business. When hiring a setter, look for someone with indirect sales experience, even if they haven’t done the exact type of selling you need.
The goal is to fill your calendar with qualified leads so you can focus on closing deals. Your setter is your first line of defense, and if they aren’t qualified, you’ll either end up with bad leads or no leads at all.
Stage 3: Bringing on a Sales Rep
After hitting $100,000 a month, I brought in my next key hire: a sales rep. My brother Gentry initially struggled in this role, but within a few months, he turned the corner and went on to close millions of dollars in deals for my company.
When it comes to compensating sales reps, the industry standard is 10% commission. For higher-priced offers, you can sometimes negotiate a lower rate, but 10% is a safe place to start.
Stage 4: Expanding Your Leadership
As your business scales beyond $100,000 a month, you’ll need to focus on building out your leadership team. Your best hires often become your managers, whether that’s a top sales rep moving into a sales manager role or your setter becoming a manager of setters.
This transition allows you to gain leverage, enabling you to focus on bigger-picture tasks while your managers oversee day-to-day operations. It’s crucial to have SOPs (Standard Operating Procedures) in place for your managers to follow and track key performance indicators (KPIs) to ensure accountability.
Stage 5: Avoid Costly Hiring Mistakes
Not every hire will be a success. One of my worst hires was a fulfillment coach who later tried to compete with me. The experience cost me over $100,000 in legal fees and wasted time.
The lesson? Protect your business with strong contracts and don’t get emotionally wrapped up in legal battles that distract you from your goals. Sometimes, it’s better to let things go and stay focused on scaling.
Stage 6: Operational Help and Building a C-Suite
Once my business hit $300,000 a month, I realized I needed operational help. I hired a COO to handle the backend of the business, such as building funnels, managing tech, and developing marketing strategies. This allowed me to focus more on driving the vision and scaling sales.
At this stage, you’ll also want to bring in additional team members like a videographer and content editor to help with your organic and paid marketing efforts. Having an in-house media team becomes crucial as your business scales because it helps you launch ads faster and build your brand more effectively.
Stage 7: The Importance of In-House Media Buyers
While agencies can be helpful early on, in-house media buyers provide more focus and better results as your ad spend increases. I moved from spending $20,000 a month on ads to $20,000 a day, and having an in-house team allowed us to scale faster and more efficiently.
If you’re spending over $20,000 a month on ads, it’s time to consider bringing your media buying in-house to focus solely on your business.
Conclusion: The Path to a $100M Team
Building a $100M business requires more than just great ideas—it requires a well-structured team. Start by hiring smart, using commission-based pay to minimize risk, and build out your leadership team as you scale. With the right systems, people, and mindset in place, you’ll be on your way to generating millions in revenue and leading a team of A-players.
The journey is tough, but the rewards are worth it. Stay focused, keep learning, and don’t hesitate to make the tough decisions when it comes to building your team.
Tanner Chidester
CEO, Elite CEOs
