Too many companies and too many executives like to describe themselves as Thought Leaders. They want to be recognized as an authority in their field, as the one with the original thinking that others follow.
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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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In mature markets and interchangeable products, in disruptive businesses and first-to-market situations, …when you need salespeople to do incredibly hard things, when they need to overcome rejection every day, they need to be bought into the vision. That is the fuel that keeps them going.
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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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In a culture of accountability, people demonstrate high levels of ownership to think and act in the manner necessary to achieve organizational results. Rather than having accountability forced upon them, they enthusiastically take it upon themselves.
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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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What about your greatest asset, your people, your employees? Who is tracking their data? How do we know when they need to be serviced, given a tune-up or a break, physically, mentally, emotionally, or spiritually? And yourself?
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Having worked from home and having led home-based and hybrid sales teams, these were always myths to me. But I guess it took the pandemic and the forced experiment almost all companies undertook about a year ago to expand the idea beyond sales and beyond those companies that had progressively embraced it already.
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