---
title: "How Tribal Training Can Grow Your Sales: Justin Welsh of PatientPop"
description: From 50 to 400 employees and $5 mil to $50 mil in just 2.5 years. PatientPop's growth secret? VP of Sales, Justin Welsh shares all on The Sales Podcast.
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.
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Community-Building Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.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
- Aware and 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 that 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=AVxigLJmKPjQ2VJyj0WRwBwmTR93THD9fqwz9%2BrbrRkSa81bP0gEEp%2FuILytmsjJjQrOaa6%2Fr5sD%2F6Dwf23QOxQf%2Bw6xF%2FFCaVaV4KMyQdpQuIMNgHD7PEvmxa7tRNwN%2BJlVEWoghbAiqHr6WZ8%2FHuZG8Najexrja6aEHRWNietcm%2Fq57bVE4G8B0cA%3D&webInteractiveContentId=184981315418&portalId=443614)
- Inside is "tribal training" with a fast start in the first two weeks then ongoing with metrics at 30, 60, 90 days
- "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 bring 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 new book, "[The Sales Whisperer® Way](https://whisper.spiffy.co/checkout/the-way-book/)"
- Get [private coaching from Wes](https://thesaleswhisperer.com/daily) 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://www.thesaleswhisperer.com/podcast)
## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)
- Visit [Justin's personal blog](https://www.justinwelsh.me) for "bite-sized lessons and big-time revenue."
- Follow Justin on [Twitter](https://twitter.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/build-strong-sales-teams-fast-justin-welsh)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Justin Welsh Shows How To Build Strong Sales Teams Fast](https://thesaleswhisperer.com/blog/build-strong-sales-teams-fast-justin-welsh)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
May 23, 2016
Learn how he went from a 6-year career as a crappy sales rep to sales success! Sales Tips you'll...
[Read more](https://thesaleswhisperer.com/blog/build-strong-sales-teams-fast-justin-welsh)
[](https://thesaleswhisperer.com/blog/jon-benson-video-sales-letter)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Jon Benson Shows How To Use Video Sales Letters To Triple Your Leads](https://thesaleswhisperer.com/blog/jon-benson-video-sales-letter)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Nov 04, 2015
Sales Tips you'll learn in this episode of The Sales Podcast... The power of the video sales letter...
[Read more](https://thesaleswhisperer.com/blog/jon-benson-video-sales-letter)
[](https://thesaleswhisperer.com/blog/software-entrepreneur-justin-lofton-on-the-sales-podcast-175)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Justin Lofton, SyncSumo Software Developer, Salesman, & Entrepreneur](https://thesaleswhisperer.com/blog/software-entrepreneur-justin-lofton-on-the-sales-podcast-175)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jan 29, 2016
Learn To Launch, Grow, and Sell a Successful Software Company With SoCal Entrepreneur, Justin...
[Read more](https://thesaleswhisperer.com/blog/software-entrepreneur-justin-lofton-on-the-sales-podcast-175)
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