Poor sales and sales management practices create significant problems for many early-stage companies. Often founders do not have nearly as much experience in sales as they do in other business areas. Setting up your sales department using this system will help avoid the pitfalls that many companies encounter. Developed by Suzanne Paling.
A strong sales team will make a company, particularly one with a new or immature product. Conversely, a weak sales team will drain management and other staff's time pursuing inappropriate or unclosable opportunities. Structuring, hiring, and managing the sales force of an early-stage company will always require the CEO's time. By following the suggestions here, the CEO will put themselves in a strong position to build and run an effective sales force.
Managing the sales force is a place where many early-stage companies struggle and often fail for a long time before figuring out their best sales strategies and process. The lost sales along the way can cost hundreds of thousands or even millions of dollars and can kill companies.