Most B2B businesses are sales driven organizations, often with a team of expensive sales people in the market trying to hunt down and close new clients. This is typically a really stressful process for early-stage startups, as they typically are incurring the costs of the sales team, well ahead of the sales actually closing and funds running through the income statement. The key is learning what the normal sales cycle should be for your specific business, and when the sales slowness is due to the normal cycle versus a weak salesperson or conversion process. It is critical to learn when you have a real problem on your hands, and when you don’t, so you do not unnecessarily panic when sales are slow to materialize.
Read the rest of this post in Entrepreneur, which I guest authored this week.
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