---
title: "How Tribal Training Can Grow Your Sales: Justin Welsh of PatientPop"
description: Justin Welsh of PatientPop shares how tribal training, smart hiring, and a clear sales process grew his team on The Sales Podcast by The Sales Whisperer®.
image: https://thesaleswhisperer.com/hubfs/Imported_Blog_Media/How%20Tribal%20Training%20Can%20Grow%20Your%20Sales%20Justin%20Welsh%20of%20PatientPop.png
---
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Mar 05, 2019
# How Tribal Training Can Grow Your Sales: Justin Welsh of PatientPop
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Hire for cultural fit and groom your people for success.
***[\[ LISTEN ON APPLE PODCASTS OR SPOTIFY \]](https://thesaleswhisperer.com/podcast-guests)***
## [Community-Building Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://thesaleswhisperer.com/podcast)...
- Grown staff from 50 to 400 in 2.5 years
- From $5 million in recurring revenue to $50 million per year
- PatientPop: It's like HubSpot for doctors
- Once you have a consistent sales process you know you're onto something
- Listen to your customers. Review the NPS responses.
- Understand how your prospects and clients learn
- Be stern in your recommendations
- They educate their marketplace
- Leverage channel partners
- You need to warm up the market with good educational content
- Build awareness, then educate on the solution once they raise their hands
- Get in the weeds to show the prospect how it works
- Know how your clients buy.
- 8.6-day sales cycle, but they do detailed demos.
- 105 in sales, so about 25% of the company
- Sales development reps
- Inside sales
- Partner sales
- Field sales
- Follows the leader like Mark Roberge in how he finds top sales talent
- Also looks at "action over academia"
- Move fast. Be accountable.
- Likes to find talent who is happy where they are and killing it
- He's a big fan of having good recruiters
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIyn2YVwo32o1kEUcxpkDgzZFecWxoJugQ1bdFitXzNxTFi2sJ1cCydVlyiJvBh6IqrhmqR4YdmHKLgP%2Fwr4Pi92Qy5LizxY2ggeV38JP5Tpns%2BfbTb8LufJFDGgYqHd72RmmyVfG6n9l14nqk3KrjcD28fCLN0XkB1ONDjJWV4ulyKEAXWS6ajwrDyxKVCH1m2x2YGeqGV3Ac%3D&webInteractiveContentId=184981315418&portalId=443614)
Before You Do Anything Else
Justin said you know you're onto something once you have a consistent sales process. That starts when you write your process down, step by step, before you hire, train, or buy software.
[Write it down before you log in →](https://thesaleswhisperer.com/process-first)
- Inside is "tribal training" with a fast start in the first two weeks then ongoing with metrics at 30, 60, 90 days (here's how to build your own [30-60-90 day sales plan](https://thesaleswhisperer.com/blog/how-to-make-the-best-30-60-90-day-sales-plan-with-template))
- "Top performers should rob from bottom" so he's commission-heavy
- PPC is still effective for reaching physicians
- Always experiment with your marketing processes
- Grow your team into their roles (Stepwise growth)
- He hires smart, young people right out of school and brings them up with a gradual progression
- Confidence comes with experience, not just age
- Sales enablement person is Sandler trained but they focus on "company training" first
- Sell your people on your company and your customers
- His AEs sell as well as coach and mentor with a pod system
**Related Articles:**
- Order Wes's book, "[The Sales Whisperer® Way](https://whisper.spiffy.co/checkout/the-way-book/)"
- Get [private coaching from Wes](https://thesaleswhisperer.com/12-weeks-to-peak) to grow your sales
- [SOAR your sales](https://thesaleswhisperer.com/blog/sales-podcast-episodes-one-to-ten) with the first guest on [The Sales Podcast](https://thesaleswhisperer.com/podcast)
- Browse more [guests on The Sales Podcast](https://thesaleswhisperer.com/podcast-guests)
## Links Mentioned In [The Sales Podcast](https://thesaleswhisperer.com/podcast)
- Visit [Justin's personal blog](https://www.justinwelsh.me) for "bite-sized lessons and big-time revenue."
- Follow Justin on [X](https://x.com/justinsaas)
- Connect with Justin Welsh on [LinkedIn](https://www.linkedin.com/in/justinwelsh/)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/jeb-blount-sales-training)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Get On The Sales Gravy Train (Jeb Blount, Sales Training Expert)](https://thesaleswhisperer.com/blog/jeb-blount-sales-training)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Aug 06, 2022
About Today's Guest on The Sales Podcast Jeb Blount is a globally recognized sales trainer,...
[Read more](https://thesaleswhisperer.com/blog/jeb-blount-sales-training)
[](https://thesaleswhisperer.com/blog/to-sell-is-to-serve-stop-hiding-from-the-word-sales)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast), [Professional Development](https://thesaleswhisperer.com/blog/topic/professional-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)
## [To Sell Is to Serve: Stop Hiding From Your Sales Title](https://thesaleswhisperer.com/blog/to-sell-is-to-serve-stop-hiding-from-the-word-sales)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Sep 29, 2026
Revenue Enhancement Specialist. Customer Success Evangelist. Business Development Ninja. Growth...
[Read more](https://thesaleswhisperer.com/blog/to-sell-is-to-serve-stop-hiding-from-the-word-sales)
[](https://thesaleswhisperer.com/blog/eric-lofholm-professional-sales-training)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast), [Sales Training](https://thesaleswhisperer.com/blog/topic/professional-sales-training)
## [Eric Lofholm: From Sales Failure To Overnight Success](https://thesaleswhisperer.com/blog/eric-lofholm-professional-sales-training)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Aug 30, 2013
[Read more](https://thesaleswhisperer.com/blog/eric-lofholm-professional-sales-training)
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