- Start-Up. Particularly challenging since there are more unknowns than knowns. I have developed ways to sell companies before they are recognized brands, before people care. You must sell the reps on the future without having what most ask for, metrics on the past. Prospects will ask tough questions you may have no answers for but need to create to get traction. Fewer than 1% of “sales managers” have ever launched a team from zero, let alone successfully over 100 times.
- Ramp. Getting those first sales provides a base to get more. Success stories from early reps brings in more reps. Momentum once created requires focused effort to keep it going.
- Sustain. It’s common to gain some success only to plateau early or flounder. I prevent this by ramping your team and ensuring that rep comfort zones are continuously expanded. The price of success is eternal vigilance.