How a Fast-Growing Startup Built Its Sales Team for Long-Term Success

Frank V. Cespedes; David  Mattson

Article | Harvard Business Review (website)

How a Fast-Growing Startup Built Its Sales Team for Long-Term Success

Abstract

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses—and it’s hard to fault them. The biggest problem with a short-term approach is that managers develop blind spots around crucial processes such as recruiting, hiring, and training and development. This is a problem because it can stall a company’s scaling efforts. To prevent this from happening, companies must make core processes like recruiting, interviewing, and development a real priority in daily practice. As Aristotle emphasized a long time ago, “Excellence is a habit.”

Keywords: Business Startups; Salesforce Management; Management Practices and Processes;

Format: Electronic

Citation:

Cespedes, Frank V., and David Mattson. "How a Fast-Growing Startup Built Its Sales Team for Long-Term Success." Harvard Business Review (website) (December 4, 2017).

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How a Fast-Growing Startup Built Its Sales Team for Long-Term Success

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