Without a sale, no other department in the business need exist, so it's no surprise that capability and expertise in selling should be placed front and centre in any business growth strategy. However, if the owner/entrepreneur is a natural sales person themselves, ironically that natural ability and heroic sales flair can actually become an inhibitor to scale as the company matures.
A Heroic Sales Leader, is someone who leads the sales effort from the front, who keeps all of the customer related information in their head and who has built a sales system around themselves fine when you’re a start-up and your only goal is gaining that initial sales traction. However, when the company begins to enter the scale-up phase, that same person often becomes a frustrating bottle-neck that strangles growth potential.
Read the full article here >>> Northern Insight Magazine - Business
Nicola Cook is an award winning entrepreneur and twice published international best-selling author on professional selling and personal & business growth. She is CEO of Company Shortcuts, a business devoted to improving business results by injecting skill, passion and strategy to help those entrepreneurs and sales enthusiasts achieve the sales results they desire.