Learn how to scale a sales team from $10M to $80M in revenue. In this episode of Acquisition Collective, Jay Bourgana interviews Chandra Rao, who reveals the systems, culture, and recruiting strategies he used to build a high-performance sales organization.
From setting up “one-call close” systems, to hiring the right sales profiles, to designing incentive plans that drive real performance—this conversation is a blueprint for entrepreneurs and operators who want to build scalable, predictable revenue.
We talk about how to:
✅ Recruit, train, and retain top-tier closers
✅ Design comp plans that inspire performance (without chaos)
✅ Build sales culture around accountability and standards
✅ Avoid bad hires that poison your team
✅ Structure training so new hires perform in weeks, not months
✅ Use sales leadership to scale from $10M → $80M and beyond
If you’re a business buyer, entrepreneur, or M&A professional, this is a must-watch.
Timestamps:
00:00 From Sales Rep to VP of Sales & Consultant
02:00 How He Grew Renewal by Andersen from $10M → $80M
05:00 One-Call Close Explained (Without High Pressure)
08:00 Why Most Companies Waste 30% of Their Leads
12:00 The SDR Role: Appointment Setting Done Right
17:00 Recruiting Top Sales Talent (and Keeping Them)
23:00 DISC Profiles: Who Actually Wins in Sales
27:00 Why One Bad Hire Can Poison a Sales Team
31:00 Compensation Plans that Scale (and Inspire)
36:00 Incentives that Involve the Spouse (Game-Changer)
42:00 Training Systems: From Scripts to Field Work
50:00 Why Culture is the Secret Multiplier for Sales Teams
57:00 How Great Sales Leadership Drives Enterprise Value
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