I’m the only salesperson at a small tech company (not a startup)

I’m the only salesperson at a $4.5MM AR software development consultancy in the Midwest.

How do I standardize the sales function, scale it, and grow into a leadership position?

Recently, I’ve had a good bit of success with two prospecting activities: 1. Highly personalized cold email, followed up by an InMail referencing my email. Each email can take me 5-30 minutes and yields 0.5 to 1 high-value, high-intent leads per week. 2. Events/networking. Identify the speakers/attendees in tech leadership positions, approach them, chop it up, ask for lunch. This yields at least 1 high-value, high-intent lead per event if it’s a good one.

I know these numbers don’t sound very impressive, but we’ve closed some large projects with some cool logos, so leadership is happy with the pipeline.

But I’ve got this nagging feeling that my “process” eventually needs to be standardized and made scalable.

We’ve tried activity-based KPIs, but in professional services, high-volume outreach simply doesn’t work. We’re not unique enough.

I rely on personalized touches, relationship building, and networking to find the business and it’s been night-and-day in terms of pipeline.

Anyone else been in this position before? What did you do?