Managing growth is a challenge for all businesses. Pick the wrong moment, and a business can become overextended. Entering new markets, launching new products, or adding locations raises logistical and operational issues. How will it all work? Part of managing growth is asking, “When should a business expand their sales executive team?”
Stronger sales leadership is needed as companies grow. Organizations need to think about hiring a leader who can drive the process.
More Leads Than You Can Handle
There’s nothing more painful for a sales-driven organization than to leave leads undeveloped. If your sales team can’t keep up with contacting and cultivating existing leads while having a backed-up queue, you need to hire more help.
You need a sales executive team experienced in managing expansion in a measured way. An accomplished sales leader will develop and implement a strategy for the growth of your company and at the same time help to develop the sales organization
Consistent Delivery of Products and Services
Your sales team takes satisfaction in seeing their customers receive the goods and services they sell them. If your business is easily fulfilling orders and completing projects on time, you may have the breathing room you need to expand.
Look for an executive leader who can inspire a sales team to take on new challenges while ensuring that the lines of communication with fulfillment teams are solid and clear. Your expansion will falter if your organization can’t deliver what your sales team promised. Back-ups and missed deadlines demoralize sales staff, making them wonder why they’re working so hard if your company can’t follow through. Worse, it can lose the new customers your team worked so hard to onboard.
New Product Launch
Innovative products and expanded services require support. Your sales team must have a thorough understanding of the product or service, its benefits and the needs your new offering will meet for both existing and new customers.
Your expanded sales executive team must have a high-altitude view of operations, marketing and strategic planning to make it all run smoothly. You also must give your new executive time to assess your expansion plan to ensure that everything will work effectively.
Battalia Winston has sales executive recruiters who understand the profile of a successful senior sales executive. Our network will enable you to select from an outstanding candidate pool of experienced, high-level sales executives that can help your company move to the next level of growth.