The investment decision has been made and the product, the market opportunity and the management are looking good. With everything set up and ready to go you want to avoid a situation where three months down the line the sales reps are not yet fully effective and the sales cycles are lengthening.
The difference between becoming a leader and remaining a follower in your field is that companies that achieve market dominance are those that are sales ready. You have succeeded in setting up a company and have an excellent product to sell so give your teams the best opportunity to realise their potential and meet the expectations of management and investors.
In the ‘do more with less economy’ the VP of Sales is under constant pressure to increase sales and improve margins. As part of your strategy for a bigger market share you have tried conventional training packages in the latest and greatest sales methodologies. There might have been a slight initial improvement but not the breakthrough you were hoping for.