Owners and Start Up CEOs by nature are the Company's first salesperson.
They get the first client in the door and prove the product is successful. With a client or two buying the product, scaling growth is the next step. Hiring an experienced, successful Sales Leader is one of the most expensive choices a CEO can make.
Areas of Focus to be reviewed, adjusted and executed
Market
• How big is your market?
• What is the market growth rate / sustainability?
• Who are the main competitors? Who are the hidden competitors?
• What are the existing business conditions in your market?
---------------------------------------------------------------------------------------------------------
Mission
• How will we measure success?
• What do we want to be good at?
• What are the specific financial objectives?
• What are the specific business objectives?
---------------------------------------------------------------------------------------------------------
Model
• What is our business model? What is our sales model?
• Why is our model better than our competition?
• How are we unique?
---------------------------------------------------------------------------------------------------------
Strategic
• What are our resources?
• How will we allocate/use the resources?
• Is the model being followed?
---------------------------------------------------------------------------------------------------------
Tactics/Programs
• Who is executing the program(s)?
• What is our training plan?
• Is the model being followed?
• What are the rules and processes?
--------------------------------------------------------------------------------------------------------
Results
• Did we do what we said we would do?
• What is the return?
• What are we measuring?
• Are we measuring the right things?