Scaling an inside sales team from 0 to 90 reps | Ali Hasham

In this episode, Benj talks with Ali Hasham, CEO and Founder of Revenue Optics, about what it takes to build high-performing inside sales teams in distribution. With nearly 25 years in the industry, Ali shares how he built inside sales organizations from scratch three separate times, scaling teams from a single person to as many as 90 reps.Ali breaks down the playbook he's refined across electrical, automotive, and industrial distribution: from identifying the right talent and proving the model's value, to navigating the tricky handoffs between inside and outside sales teams. The conversation also explores how AI is transforming inside sales and why distributors who aren't leveraging these tools are "donating EBITDA to competitors." Whether you're building a new inside sales team or looking to improve an existing one, Ali shares helpful tips for making a profitable inside sales engine that captures the revenue hiding in plain sight.Send us Fan MailConnect with Benj on LinkedInVisit Proton's website