Bowery Capital > Podcasts  > BC Startup Sales Podcast – Ups and Downs of Building Sales Teams in Smaller Markets With Richard Harris (The Harris Consulting Group)
building sales teams in smaller markets

BC Startup Sales Podcast – Ups and Downs of Building Sales Teams in Smaller Markets With Richard Harris (The Harris Consulting Group)

We sat down with Richard Harris, Founder of The Harris Consulting Group and Director of Sales Training & Consulting Services at Sales Hacker, to discuss the ups and downs of building sales teams in smaller markets. As companies begin to position for scale, the question of where and how to expand always comes up. Is there a guaranteed rubric or algorithm that can tell you what cities to consider? Give it a listen to find out.

It’s also worth noting that we recorded this podcast at the beginning of the COVID-19 shelter in place and talked through Richard’s predictions on what building sales teams will look like post-COVID-19. While most cities are now entering Phase 2 of reopening, we still have a long way to go before we’re out of the woods and Richards’ thoughts are especially relevant as companies think through their return-to-work plans. 

First, we talked through the process of determining the right location for building sales teams in smaller markets, and which tools can help guide you to success. We then touched on how this period of remote work has inspired what Richard calls the “trust economy,” in which companies have begun to eliminate unnecessary meetings, stop wasting time, and ultimately, increase productivity by trusting their employees to get the job done. We then dove into the demographics of your location’s talent pool and discussed compensation, building effective hiring pipelines, and localizing team culture. We then wrapped things up with addressing how to take care of employees once your company transitions back into an office setting, emphasizing the importance of empathy throughout the process. 


building sales teams in smaller marketsRichard brings over 20 years of technology and SaaS experience in sales training, operations and sales leadership into his role as a Sales Consultant. He has built, led and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations.  Richard is also the current Director of Sales Consulting and Training for Sales Hacker and is a regular speaker at the various Sales Hacker events, workshops, and SalesStack conference.  Some of the companies that Richard consults for include Mashery (acquired by Intel), Spanning (acquired by EMC), Outbound Engine, TopOpps, Village Voice Media, Riverdeep (acquired by Houghton Mifflin Harcourt), PC Guardian (acquired by Acco Brands), DotNext Inc., Telecom Inc., and Yozio.


If you liked “Ups and Downs of Building Sales Teams in Smaller Markets” and want to read more content from the Bowery Capital Team, check out other relevant posts on the Bowery Capital Blog

Jessica Bernido
Jessica Bernido
Jessica is the Director of Talent at Bowery Capital based in New York. She works closely with our founders on their human capital programs and hiring strategies. Prior to joining Bowery Capital, Jessica was the Head of People and Talent at Rocketrip where she built and led recruiting, human resources and subsequently ran office management. Previously, she worked at a boutique recruiting agency, Clarity, where she focused on corporate recruitment for creative agencies and tech startups, including Wieden+Kennedy, Shutterstock, and Blue Apron. Jessica holds a Bachelor of Business and Commerce, majoring in Human Resource Management and Industrial Relations from the University of Western Sydney.