Blog Posts & Articles

There comes a time in every startup journey when you realise that in order to move forward and scale, you need to increase sales and revenue first. And that means transitioning from selling your own products and services to handing over sales to a professional salesperson. 

It seems easy enough; place an ad, interview a few people and pick the best one. So then why is it so many founders and owners end up on the hiring and firing merry-go-round? What does this cost your business? And more importantly, how to hire the right salesperson for your B2B startup who will meet and exceed your sales goals.

THE COST OF HIRING AND FIRING

Over the years of creating sales blueprints for B2B startups, there’s one common thing we’ve noticed in just about every business. Typically founders have a strong technical or consulting background in their field, but no sales experience. The issue is clear. Without a background in sales, it’s going to be tough to find the...

At Sales Director Central we meet and talk with many  Founders, Owners and Directors in Tech2to20 (technology companies with revenues between $2m to $20m).  Their views and approach on Sales Leadership, and even for some of the more savvy investers in Tech2-20, is a constant source of discussion.   We interview the key stakeholders during free diagnosis/triage sessions and again during the initial stages of our engagement.  The seven signs on sales leadership we notice are common across all businesses are approached in vastly different ways.  So, whatever you are doing, you are not alone.

The seven signs we commonly discuss and see are:

1. Current Sales Situation - how do you assess your current sales situation?  Do you need more revenue (always Yes!)?
2. Current Sales Leadership Position - you are a leader in this business, how do you approach your role as a sales leader?
3. Previous Sales Scale Experience - what have you done to scale sales in the past?
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