--- title: "Scaling Your Tech Consulting Firm: Key Strategies for Building a Robust Sales Capacity" description: Learn key strategies for scaling your tech consulting firm by building a robust sales capacity. Explore options like hiring a salesperson, using fractional sales, or developing in-house talent. image: https://koehn-consulting.com/hubfs/f4b12ca7-c92c-466e-81e8-892a73a72e6e.webp --- [Skip to content](https://koehn-consulting.com/blog/scaling-your-tech-consulting-firm-key-strategies-for-building-a-robust-sales-capacity#main-content) [![Koehn Consulting, Inc.](https://koehn-consulting.com/hs-fs/hubfs/TRANSPARENT-03%20-%20blue.png?width=100&height=100&name=TRANSPARENT-03%20-%20blue.png)](https://koehn-consulting.com/) - [Home](https://koehn-consulting.com/) - [About](https://koehn-consulting.com/about) - [Blog](https://koehn-consulting.com/blog) Open main navigation Close main navigation - [Home](https://koehn-consulting.com/) - [About](https://koehn-consulting.com/about) - [Blog](https://koehn-consulting.com/blog) - [Start here](https://koehn-consulting.com/maturity) [Start here](https://koehn-consulting.com/maturity) May 30, 2024 # Scaling Your Tech Consulting Firm: Key Strategies for Building a Robust Sales Capacity [Brad Koehn](https://koehn-consulting.com/blog/author/brad-koehn) Share: [Share this page on Facebook](http://www.linkedin.com/shareArticle?mini=true&url=https://koehn-consulting.com/blog/scaling-your-tech-consulting-firm-key-strategies-for-building-a-robust-sales-capacity) [Share this page on Facebook](mailto:?body=https://koehn-consulting.com/blog/scaling-your-tech-consulting-firm-key-strategies-for-building-a-robust-sales-capacity) [Share this page on Facebook](http://www.facebook.com/share.php?u=https://koehn-consulting.com/blog/scaling-your-tech-consulting-firm-key-strategies-for-building-a-robust-sales-capacity) ![f4b12ca7-c92c-466e-81e8-892a73a72e6e](https://koehn-consulting.com/hs-fs/hubfs/f4b12ca7-c92c-466e-81e8-892a73a72e6e.webp?width=256&height=256&name=f4b12ca7-c92c-466e-81e8-892a73a72e6e.webp) Most practices get started using referrals, which is a great way to build a foundation. However, as your organization grows, you’ll need more business than referrals alone can provide. Developing a robust sales capacity is essential for sustained growth. So, how do you go about it? ### Option 1: Hire a salesperson Hiring a salesperson is often the first option considered, but it can be daunting, especially if you’ve never managed a sales team before. Unlike a delivery role, you need to identify the right candidate and design a compensation model that is fair and incentivizes desired sales outcomes. Additionally, you’ll need to manage and evaluate their performance, which adds significant responsibility. That’s a lot to take on.  ### Option 2: Fractional sales Fractional sales personnel are becoming more popular. They are typically more self-sufficient than full-time salespeople and pose a lower financial risk if they don’t work out. Often, they come with a preferred compensation structure. However, you still need to ensure they allocate sufficient time to your business and not just their other clients. Experienced fractional professionals usually have the discipline to manage this balance. ### Option 3: Develop in-house capacity Some owners prefer to develop sales capacity from within their existing team. If you’re grooming your replacement, enhancing their sales abilities is a natural step. This approach requires you to clearly articulate your sales process and ensure your staff is willing to shift towards the business side. Compensation is typically simpler, often structured as a commission bonus.  ### From existence to survival Transitioning from existence to survival in your business growth involves developing specialized roles. Sales is often the first area of specialization, driving the growth needed for additional roles like recruiting, finance, and HR. --- If you’re struggling to develop an in-house sales capacity, reach out today. I specialize in coaching small business owners through growth processes and providing fractional talent where it matters most. Let’s discuss how I can help your practice grow. [Small Business](https://koehn-consulting.com/blog/tag/small-business), [sales](https://koehn-consulting.com/blog/tag/sales) ## Related posts [![Two hands shaking in front of money](https://koehn-consulting.com/hs-fs/hubfs/DALL%C2%B7E%202024-06-03%2013.47.56%20-%20A%20photorealistic%20image%20of%20two%20hands%20shaking%20in%20front%20of%20a%20pile%20of%20money.%20The%20hands%20are%20centered%2c%20with%20a%20large%20amount%20of%20cash%20in%20the%20background.%20The%20ba.webp?height=200&name=DALL%C2%B7E%202024-06-03%2013.47.56%20-%20A%20photorealistic%20image%20of%20two%20hands%20shaking%20in%20front%20of%20a%20pile%20of%20money.%20The%20hands%20are%20centered%2c%20with%20a%20large%20amount%20of%20cash%20in%20the%20background.%20The%20ba.webp)](https://koehn-consulting.com/blog/sales-compensation-models) [sales](https://koehn-consulting.com/blog/tag/sales), [compensation](https://koehn-consulting.com/blog/tag/compensation) ## [Sales Compensation Models](https://koehn-consulting.com/blog/sales-compensation-models) [Brad Koehn](https://koehn-consulting.com/blog/author/brad-koehn) June 4, 2024 You’ve decided it’s time to bring on a dedicated salesperson. 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