Given a great product, a great team, good market potential, and initial traction, the difference between the start-ups that make it and the one’s that don’t, lies in the execution and the road they take to scaling up. There is also a fine balance to be maintained in the timing of your growth plans. You’ll want to ensure that you are not scaling too quickly and compromising on building a healthy business, nor are you growing too slow and risking losing your market to competitors.
As an investor and entrepreneur, sitting on both sides of the table, I do have a birds-eye view of the challenges faced by sales teams within fast growing Startups. Among the most common challenges are lead quantity, lead quality and the technologies that they need to choose to increase sales velocity and predictability.