Developing Enterprise Sales Systems Fit for Scale
The Language of Revenue Growth
As companies mature from start-up to growth, scale and market leadership, the challenges they face evolve. In fact, one can typically determine where they are in their growth cycle by listening to phrases by the water cooler.
Crossing the Great Divide
The most challenging transom an aspiring business will cross is that which separates “unmanaged growth” from “controlled, managed growth.” It’s in this transition that a business becomes deliberate about its priorities, disciplines, differentiation and execution framework. Achieving scale requires a complete shift in the way companies develop products, acquire customers and operate the business. To enable this shift, companies must embrace the concepts of systems thinking and practices which yield consistent and predictable outcomes.
Bring on the Systems Designer
The traits and talents necessary to conceive and launch a product are often very different than those required to scale systems within an organization. In fact, at each stage of the company, different archetypes tend to shepherd the company to its next major milestone of growth.
“A system is never the sum of its parts, it’s the product of their interaction”