Leading Sales Through The Stages Of An Emerging Company

July 10th, 2020

Nancy Maluso

Summary

After idea generation and incubation, emerging companies go through three stages that affect sales leaders: early, growth, and prepare for exit. For sales leaders, managing change is part of the job. But sales leaders at emerging companies (those with less than $100 million in annual revenue and a double-digit growth rate) experience unique levels of change connected to the company’s investment stage and the exit plans of executives and investors. In this report, we describe the key skills and focus that sales leaders need to navigate the inevitable changes that occur during three stages of emerging-company development.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.