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What are the biggest surprises when going from a company where sales was established to one where you have to establish sales?

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3 Answers
Establishing the Sales Function
  1. Nick Feeney
    Nick Feeney

    Loom VP, Revenue • 1y

    You have to have a glutton for punishment moving from structure to no structure, take it from me, but it can be such a rewarding and fulfilling experience to build something from 0→1. Throughout my career, I wouldn’t say there have been many surprises, moreso ‘opportunities’ to put a positive spin on it. Systems & Reporting: We forget how easy we have it being at a larger organization where you have countless resources for technologies that have already been vetted and rolled out, and full f ...Read More

    765 Views
  2. Michael Buscemi
    Michael Buscemi

    Zip Sr. Director of Sales • 9mo

    It’s not necessarily a surprise but it’s always eye opening how much there is to build when you get into the weeds. You tend to think there is more built than actually exists. To me, it boils down to sales process. Is it established, is it Wild West? What coaching do you need to do? What rigor needs to be put in place? I always aim to be on 30 calls in 30 days to learn this. I always get a good sense of what needs to happen and why. This is critical to 1. Getting up to speed and 2. Making an imp ...Read More

    1,070 Views
  3. Andrew Zinger
    Andrew Zinger

    Ironclad Senior Global Director, Revenue Enablement • 9mo

    This is a great question and something a lot of leaders underestimate until they’ve lived it. Moving from an established sales org to being the person who has to establish sales from scratch comes with some big surprises in my experience: 1. There’s No Playbook...You Are the Sales Playbook Established company: You inherit processes, enablement, collateral, comp plans, CRM dashboards, and managers who know the selling motions. New build: None of that exists. You have to define ICP, sales stages, ...Read More

    429 Views

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