Sales Management for Start-ups and SMEs

Chapter 1 The scalable sales organisation What are the key elements we can define to make our sales organisation scalable?

DOI: 10.4324/9781003449614-1

There are two fundamental questions to ask up front if you are responsible for growth. Firstly, “Do you want to grow your sales?” If the answer is yes, then the second question is, “Do you have a plan on how to do that?”. As the author Antoine de Saint-Exupéry once said, “A goal without a plan is just a wish”. If we do want growth, then we need to put the building blocks in place to achieve it.

This book is designed to help you, brick by brick, build an excellent sales organisation (or tune an existing one) that delivers sustainable, predictable growth. Firstly, let’s look at the building ...