How a Fast-Growing Startup Built Its Sales Team for Long-Term Success
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;
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). View Details