Here are a three mistakes I see companies make in building their sales practice:
- Not understanding just what it takes to build a pipeline and ignoring the prospecting side for the business
- Not understanding the business value of their product. As a result, what I see are a lot of companies hiring product specialists who don’t understand the business case. Huge Mistake! Because people ultimately buy your product or service based on the business value it provides.
- Hiring the wrong kinds of salespeople. If you are a startup, you need to hire salespeople who are great hunters, who love to build pipelines, and who have a proven background of building something from nothing. Founders often get a little bit excited about salespeople who have really great resumes in closing large deals or managing big, multi-million dollar opportunities. But they might not be the right personality or behavioral fit for a startup company that needs someone who can dig in the trenches — who can go after deals and hunt them.
Dedicated to increasing your sales!
