‘How Should Entrepreneurs Scale Up Sales’ – Entrepreneur
Amit Kapue & Amit Singh says, “Common sales wisdom dictates thoughts such as “does your product solve a problem” or “do you add value to a customer’s life”. In today’s competitive world, and abundance of social interactions, most entrepreneurs would have engineered their product or service around these questions and prototyped to a stage where they could confidently claim that their products do, indeed solve problems and add value.
The next stage in the entrepreneur’s life cycle emerges when she goes to the market to “sell” her offering. Decidedly, the commitment and passion result in the entrepreneur outdoing herself and emerging a winner when it comes to pitching and putting in the hours to convince the customers of the value of her products. Without her knowing it though, the process of selling the offering somehow becomes a unique part of her personality and when the time comes to scale, the message that the entrepreneur wants to transfer to her salespeople gets lost in translation.
There is a real danger of sales teams following basic sales principles instead of the process that the entrepreneur used to make the service/product a success, as a result, sales execution is not upto the mark and the “magic” the entrepreneur promised investors is missing”.
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