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Scaling Sales Teams with Intentionality: The Playbook from Shabri Lakhani
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In this episode of Scale Sessions, host Nicola Anderson is joined by Shabri Lakhani, Chief Revenue Officer at ScreenCloud, who talks about her evolution from door-to-door sales to scaling global revenue teams. Shabri shares how to build high-performing sales teams using her “Four S’s Framework”s. The conversation dives into restructuring teams, experimenting with AI SDRs, and building thriving enterprise sales functions. With hard-won insights on coaching, market segmentation, and leadership alignment, this episode is a must-listen for revenue leaders navigating the leap from SMB to enterprise sales.
What you will learn:
- How to build effective sales training programs that balance innate and teachable skills
- The "Four S's Framework": skills, structure, strategy, and systems
- Why enterprise sales require a distinct approach and timeline
- How to restructure sales teams while maintaining morale and performance
- The 12-month timeline required to build and scale an enterprise sales function properly
- Why AI SDRs can improve efficiency in lead qualification and research
- How to evaluate sales talent across different market segments (SMB vs. Enterprise)
- The importance of territory definition and account scoring in outbound sales strategy
- How to manage leadership expectations during major sales organizational changes
- Why coaching remains non-negotiable regardless of experience level
Shabri Lakhani is the Chief Revenue Officer at ScreenCloud and a strategic sales leader known for scaling high-performing revenue teams globally. With experience building teams from 0 to 50+ and advising over 120 SaaS organizations through her consultancy SalesWorks, Shabri brings deep expertise in sales enablement, revenue architecture, and customer-centric growth. A former founder and award-winning thought leader, she blends data-driven strategy with elite coaching frameworks to drive predictable growth and lasting impact in go-to-market organizations across the SaaS ecosystem.
Scale Sessions offers you straight-talking, unfiltered chats with growth leaders. We bring real-world insights from female revenue leaders on the front lines. Our guests are hands-on change-makers navigating the daily challenges of scaling businesses. Whether you're a CRO, VP of Sales, or a marketing leader, Scale Sessions delivers candid, no-nonsense advice to help you boost revenue and overcome growth roadblocks. Get ready for practical takeaways you can implement immediately for real impact.
Let’s start scaling.
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