The OECD defines a scaleup company as a company having an average annualized return of at least 20% in the past three years with at least ten employees at the beginning of the period.
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Now, why are there so many businesses that have a CFO, CTO, and COO, three internally focused functions, reporting to the CEO, but not a Chief Sales, Chief Commercial, or Chief Revenue Officer?
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99.9 % of all businesses in the US fall into the category of small- and medium-sized enterprises. Consequently, enterprise deals are few, and because of all the factors described above, they are hard to win. And with the obvious big win in sight, the risk is high.
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Van de Groep & Olsthoorn identify nine success factors and, like me, argue that the success of any fractional or interim executive assignment is primarily the result of matching the right leader into the organization. Let me put those nine factors to the test, though, specifically for a fractional or interim sales leader.
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Conversion rates have different definitions or meanings, depending on the nature of the business or the stage of the sales cycle. And in every case, they carry tremendous importance as an indicator of success and efficiency.
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Presales is the entire process of successfully closing a sale of a product that does not yet exist. Like the infamous vaporware, for example, a software or hardware product that has been advertised but is not yet available, either because it is only a concept or because it is still being written, designed or produced.
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Fee models for fractional executives have an art and a science, a balance between multiple factors, and an element of “as-high-or-as-low-as-desperation-takes-you” to it. And that is not too different from the permanent job market.
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Merging sales organizations and ensuring that they deliver the revenue synergies is hard work. On paper, especially when grasping for straws to make the deal work, it always looks logical and makes sense. It almost always ignores the human aspect of sales: the team, the clients, and their interactions.
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Body language is a mysterious, unspoken way that people unconsciously communicate what is really on their minds. The importance of body language in sales lies in the fact that many buyers are either unsure of or reluctant to openly communicate their intentions.
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It comes out so easily because it is soft; it is non-committing. We don’t want to be wrong, giving incorrect information. On the other hand, to hope for something to happen is to want an outcome that makes our life better in some way. Envisioning a better future motivates us to take steps to make it happen.
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