Designing The Sales Engine For Emerging Companies

Emerging companies, characterized by Forrester as those with less than $100 million in revenue and double-digit growth, must establish a repeatable, scalable revenue engine to ensure sustained and profitable growth. Sales leaders in emerging companies must balance building with execution and ensure cross-functional alignment. If growth stalls, leaders must reassess their strategy and transform their engine. In this report, we introduce a powerful workflow for emerging-company sales leaders that details the steps required to build a sales engine that contributes to the company’s revenue engine, driving repeatable, scalable growth.