I have conversations on a regular basis with business owners and founders who expect much more magic on the sales side of their businesses than they would otherwise with other functional areas like HR, Finance, or Engineering.
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Imagine you are the founder, owner, or CEO of a young, ambitious company. You have developed a great new product. You have taken it to some potential clients. And some of those clients were so impressed by the product that they purchased from you. You are now ready to go to market.
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A sales team without a leader is like a ship without a captain or a sports team without a coach. So, when a business loses or never had a true sales leader, the void has to be filled. There are several choices available to the Board, the CEO, the Owner, or the Founder. And as in so many situations, the right decision is often dependent on the circumstances, or the details of the scenario.
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If there was a playbook for scaling with a perfect record, it would be legendary and omnipresent. There is not! One of the standard steps, though, seems to be the hire of a VP of Sales. This type of VP stays in place less than a year and in hindsight turns out to be a costly endeavor for a cash-strapped start-up.
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The cornerstone is “global,” the idea of having a disconnected team spread out around the world. I suggested a few ideas on how to bring the disconnected team together earlier, and in this article, I want to expand on this and provide a broad list of tools.
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