Let’s say that the board or CEO issues a growth mandate – next, comes the scrambling. We’ll shuffle up the territories! Hire some key specialty positions! Add a new tech platform! Floor in the grass, desk, chair.
The sales org infrastructure that you leaned on to achieve your current level of revenue was probably fine. However, if you are going to add more strategy, more activity, and less margin for error to achieve a higher level – then it’s important to retrofit that infrastructure to increase its load-bearing capabilities.
There are four primary infrastructure projects to focus on that we’ll unpack in this series – Sales Leader Communication, Integrated Development, Change Methodology, and Customer Feedback Loops.
Stay tuned for more.
