When scaling your company, the biggest thing that’s going to change is your distribution engine. You’re moving away from your entrepreneurial sales model, and what you’re trying to build is a replicable, scalable distribution machine that will allow you to efficiently grow your business.

Suggested Readings

Founders School || Scaling Your Company || Scaling and Sales || Impact Guide (PDF).

Kate Mitchell. “Listen, Learn and Be Scrappy.” The Accelerators. Blog post. August 2, 2013.

Kate Mitchell. “One Price Doesn’t Fit All.” The Accelerators. Blog post. April 10, 2013.

Frank V. Cespedes and Jacco van der Kooij. “Hiring Star Salespeople Isn’t the Best Way to Grow.” Harvard Business Review. Article. February 1, 2016.

Jeff Bussgang. “The Secret Weapon to Scaling: Sales Operations.” Seeing Both Sides. Blog post. November 18, 2015.

Entrepreneurial Selling – “Sales in Context” with Craig Wortmann

Entrepreneurial Selling – “Entrepreneurial Sales Model” with Craig Wortmann

Questions for You

Are we ready to hire a VP of Sales?

If so, what channels will I use to find a great VP of Sales?

What traits are vital for this person to be a cultural and physical fit in my business?

What team members will this person interact with? And what type of leader will the sales team need to follow in order to efficiently work?

What is the mindset of a buyer or purchaser in order to buy our product or service?

What kind of resources (and how many) will I keep aside in order to build up the new sales engine?

How will I maintain our current sales process while we start to scale up the sales engine?

What processes do I have in place in order to keep sales and marketing aligned currently? Will these have to change as we scale?

Questions for Your Team

What is the mindset of a buyer or purchaser in order to buy our product or service?

What traits are vital for a VP of Sales to be a cultural and physical fit in our business?

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