“This lack of a repeatable sales process is not a bad thing.” – James Craig in today’s Tip 938
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from James Craig. James is a founder of various entrepreneurial ventures with his current company, focused on monitoring and control of complex systems with solutions in communications, health onboard ships. James is a former Canadian Navy engineering officer who has been working in the IT sector but loves to play hard on the water and in the snow. He lives in Canada but gets to travel the world. Here he is:
James Craig: Hey podcast listeners. Another daily sales tip. Sales processes for early-stage companies. Many founders of companies are nervous of the sales process and believe that the key to their sales success is bringing in a seasoned executive. So what’s the problem that’s brewing here? Many early-stage companies are working very hard to bring a product or service to market, but haven’t made enough sales to actually have a repeatable sales process. The advice that the founders typically get is based on more entrenched companies where they understand all the levers that goes into their sales process. If you bring in the seasoned salesperson to really there will be a miss from both the account executive who can’t properly plan for what the sales will look like without the repeatable sales process and ill feelings of the company as they perceive the salesperson to not be doing their job. It’s simply not set up for success. This lack of a repeatable sales process is not a bad thing. It just means that the founder has to roll up their sleeves and do the first 50 or 100 sales to get themselves to that repeatable sales process stage before you bring in a sales team and create sales expectations.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!