Through pure will, a great network and a fantastic product or service you’ve proven that there is a need in the market. Congratulations! Now, it’s time to scale up your sales effort and put your growth into hyperdrive. This is an absolutely critical inflection point for a growing business. If you prove scalability, you’re off to the races - Series B, acquisition, IPO. If you can’t show scalability, you’re just another business that was hot for a minute and flamed out. Yet, even with the stakes this high, most founders take the exact wrong steps:
They make an expensive and risky hire by bringing in a VP of sales with industry experience and expect them to “handle sales”. This hire and forget it approach rarely works (the average tenure of a VP of sales is 18 months) and there is a huge cost in both lost time and money.
The bring in cheaper junior-level salespeople, but because these inexperienced executors don’t have a set sales process and structure to follow, they flounder.
The founder does it themselves, but because they’re subject matter experts in their industry and craft (and that craft is not sales) their sales strategy is full of inefficiencies and not in line with best practices.
At such a critical juncture, a step in the wrong direction could cost you everything so it’s important you avoid the pitfalls. Here’s how we solve this problem for our clients:
You get all of the benefits of a VP of sales for a fraction of the cost. Over one calendar quarter, we will work with you to identify what you’re doing right and wrong right now, build a structured and scalable sales strategy in line with best practices and use real world opportunities as an opportunity to train and coach you to execute your new strategy. And because we know that the world doesn’t stop while you build this process, we’ll be available for support with current opportunities throughout the engagement.
Month 1 — we audit your entire sales process and speak with current and former customers to identify what is working and what is not.
Month 2 — we take those learnings and work with you to create a sales playbook that translates your product knowledge and expertise into a sales strategy that works. This comprehensive “sales bible” includes positioning documents (core sales story, target customer profiles, etc.), sales scripts and tactical guides for each step of the sales process.
Month 3-6 — The best sales playbook in the world means nothing if it sits in your desk gathering dust. it’s time to put your playbook into action. We will train you on the principles behind the playbook and then give real-world coaching on live opportunities. This live coaching is absolutely essential to ensuring you’re using the playbook to its potential.