Founders often play a critical role in securing those all-important early sales wins. But it soon becomes apparent that having them involved in every deal is fundamentally unscalable, and attention turns to establishing and then growing a successful sales team.
This usually results in a sequence of significant inflexion-points as companies evolve from a single dedicated sales person, to a sales team, and then to multiple sales teams. The opportunities for missteps are substantial. It’s all too easy to unknowingly make poor hiring decisions, or to fail to properly induct and enable otherwise promising sales people.
If they are to build lastingly scalable businesses, organisations have to evolve from the “hand-to-hand sales combat” that characterises many early sales environments to the establishment of professional and effective sales processes that reinforce the winning habits of top sales performers.
As many CEOs and sales leaders have learned to their cost, putting sales people through sales training does not ensure improved performance. Progress can only be guaranteed when winning habits are embedded into the day-to-day behaviours of sales people and their managers - and when this is reinforced through CRM and other systems.
We work with clients to identify the winning habits that are specifically relevant to success in their particular business, and to combine them with best practices drawn from many of today’s top-performing sales organisations. Perhaps most important, we help them to establish the infrastructure, processes and reinforcement mechanisms that are fundamental to sustained sales success.
Take the Next Step
We would be pleased to share what we’ve learned about making high-growth-potential organisations develop effective sales organisations as part of a balanced programme of sales and marketing performance improvement. As a first step, you may find it useful to audit your current sales and marketing processes.
As soon as you are ready to learn more, please email us at growsales@inflexion-point.com, or call us on +44 (0) 118 975 0595. We look forward to discovering whether we might be able to help your organisation to navigate this critical inflexion-point.