Podcast Episode: How to Build High-Performing Field Sales for Repeatable Growth

In a rapidly scaling startup, growth can feel like a wild ride—full of highs, lows, and moments of uncertainty. What many founders don’t realize is that the key to sustained success lies not just in having a great product but in building a strong, repeatable foundation. As teams expand and resources stretch thin, having clear objectives, aligned strategies, and a disciplined approach can make all the difference. The most successful companies know this: it’s the business fundamentals that fuel their ability to scale quickly and efficiently, turning early-stage potential into long-term, predictable growth.

In this episode of the Extraordinary Pursuits podcast from BIP Ventures, Bart Fanelli from Skillibrium shares insights into how great companies build the objectives and business fundamentals that guide successful field sales teams. He shares stories of starting and growing companies at the million and billion levels and offers tips for under-resourced founders to build a bench as they grow a high-performance team. He also explains a shared ownership model that has contributed to the enduring strength of his own startups.

Timestamps:

• [02:12] Bart's career background and philosophy at Skillibrium
• [06:02] How to bring teams to a horizontal baseline for better outcomes
• [08:13] Objective measures that create successful field sales teams
• [12:17] Building a field team and a repeatable fundamental baseline for scaling
• [19:58] How to build a high-performing field force when dealing with market headwinds
• [27:17] The biggest benefits of cultivating a shared ownership model
• [33:51] Great business fundamentals: Truth in operating
• [36:43] How to build a proper and disciplined approach to the market
• [39:06] About Bart’s book and how you can find it
• [39:47] How to connect with or learn more about Bart

Points of Wisdom:

• “Bring teams together on a horizontal baseline, and they will serve the clients and customers exceptionally well.” [07:19]
• “The best companies are very diligent at ensuring they don’t confuse their field teams, and they build a repeatable cadence to serve their market, which allows them to scale.” [14:22]
• “You don’t only invest in the product or the concept; you have to have adult leadership beside a tech founder.” [37:06]

Resources Mentioned:

The Success Cadence by Bart Fanelli

About Bart Fanelli:

Bart Fanelli is the founder and CEO of Skillibrium, a company focused on transforming the way organizations drive scalable growth. With decades of experience in sales leadership and a deep understanding of organizational strategy, Bart created Skillibrium to tackle one of the most pressing challenges in sales: aligning talent and tactics to drive predictable and repeatable success. His extensive experience spans roles as an executive advisor, entrepreneur, and co-author of The Success Cadence: Unleash Your Organization’s Rapid Growth Culture.

Listen to or watch this and other episodes of Extraordinary Pursuits.