There is a seismic difference between having revenue and building a sales machine. Early companies frequently confuse having the former with having the latter. A CEO/founder of a B2B startup can hustle around creating leads, turning those leads into opportunities and closing deals, (in fact, they should), but if you don’t build the sales machine, you’re never going to stop needing to do that.
And there’s nothing wrong with that! Some founders and CEOs work best as salespeople. But what if that’s not you? Then it’s time to start mapping the sales journey. It’s the only way that you’ll ever be able to plug in salespeople to start driving revenue for you.