As your team grows, so does your knowledge resource.
But having people with knowledge to offer doesn’t necessarily mean knowledge is being shared across the team. Without a deliberate approach to knowledge sharing, new hires might struggle to ramp up, while seasoned team members can become stagnant and out of touch with the market, your product or your customers.
The secret to overcoming these hurdles? You need to prioritize and nurture knowledge sharing on a regular basis. Here, I’ll explain how to implement knowledge sharing effectively in a scaling revenue team.
Contents
1. A clear knowledge-sharing framework
2. Team communication tools
3. Peer-to-peer sessions
4. Your call recording gold mine
5. The feedback loop
1. Start with a clear knowledge-sharing framework
Establishing a structured approach to knowledge sharing sets the stage for consistency. Define what types of knowledge are most critical for your team, such as sales playbooks, prospecting techniques, deal-closing strategies, or objection handling.
Consider organizing these into categories like:
- Product knowledge: Deep dives into your solution and its features.
- Process knowledge: Steps for following your sales process from discovery to close.
- Experiential knowledge: Insights learned from successes and failures in the field.
2. Leverage team communication tools
Your team likely already uses tools like Slack, Microsoft Teams, or similar platforms. Create dedicated channels or spaces for specific types of information, such as:
- A “#wins” channel to share recent successes and what led to them.
- A “#tips” or “#learning” channel for bite-sized advice or updates.
- A ‘#confusionclinic’ channel - this is one we’ve implemented at jiminny, so instead of going direct to an individual with a question, they can be asked in a channel and everyone can see the answer (chances are, the person asking isn’t the only one who didn’t know!)
3. Encourage peer-to-peer sessions
Scaling teams often undervalue the rich knowledge that exists within their own ranks. Peer–to-peer training and coaching sessions are a powerful way to unlock and distribute that wisdom. Set up:
- Weekly or bi-weekly “show-and-tell” meetings where team members share a recent challenge and how they resolved it.
- Role-play sessions for practicing and coaching specific scenarios, such as handling objections or upselling.
4. Use your call recording gold mine
Sales conversations are the heart of any revenue team’s efforts. With call recordings, you can turn real-life customer interactions into rich learning materials.
Why call recordings matter for knowledge sharing
- Authenticity: They provide unfiltered insights into customer needs and objections.
- Context: Beyond theoretical advice, they show how strategies unfold in practice.
- Scalability: One great call can teach an entire team.
How to use call recordings effectively
- Curate your call library: Use a conversation intelligence platform like Jiminny to organize recordings by topic (e.g., negotiation, discovery calls, or competitive objections).
- Onboarding: Create a playlist of “must-watch” calls to help new hires ramp up quickly.
- Highlight best practices: Share standout examples of successful calls during team meetings. Even better, automate calls that score well against your playbook to be sent to your team in Slack.
- Feedback and coaching: Encourage team members to review their calls or those of peers to identify strengths and areas for improvement.
5. Create a feedback loop
Knowledge sharing isn’t a one-and-done activity. To keep it effective:
- Gather input from your team about what’s working and what’s missing.
- Encourage managers to set the tone by actively participating in and promoting these efforts.
- Adapt your strategies as the team evolves and grows.
Scaling a revenue team doesn’t have to come at the cost of best practice behaviours. With a thoughtful approach to knowledge sharing, you can empower your team to thrive, no matter how quickly you grow.
By leveraging resources like call recordings, peer-led learning, and consistent communication, you can foster a culture where knowledge flows freely, and success is shared across every level of your organization.
Find out more about everything Jiminny’s conversation intelligence platform can do for your scaling team.