Start-up selling is different from selling established products. It includes navigating new product waters and locating islands of early adopters — and calls for different skills than classic quarter-driven account selling.  Knowing which you need is critical.  (I’ve seen organizations repeatedly hire the wrong sales force, with terrible results.)

This column divides sales teams into thoroughbreds (race horses) and explorers. Thoroughbreds outrun the competition along smooth paths by selling well-understood products.  Explorers hike rough terrain to discover early customers.  It’s important to know the lay of the land when picking your team. Continue reading →