Lessons from Founders Scaling Sales
In the early stages of a startup, founders often do everything, but scaling a business requires a shift in mindset. Here are four lessons I've learned working with scale-ups that made the leap:
Invert the Pyramid – you can't be the solver of all problems. Problems shouldn't flow from the field to leadership, it's the other way around. Identify high-potential leaders, coach them, and empower them to take ownership. Ask questions, don’t provide solutions.
Processes Allow Repeatability – sales success isn’t magic; it’s methodical. No one can read your mind. Document your process, introduce qualification and forecasting principles, and run on structured cadences.
Compounding Change > Silver Bullets – big transformations rarely work. Instead, drive consistent, incremental change. Focus on one improvement per month or quarter and reinforce the changes by celebrating success.
Accountability Requires Autonomy – if your business depends on you for every decision, you’re the bottleneck. Introduce clear accountability structures (like RACI), break your role into specific jobs, and free your time to lead. Accountability requires autonomy, autonomy requires trust, and trust requires letting go.
At scale, leadership isn’t about being the superhero – it’s about building superleaders. What shifts have helped you scale effectively? Let’s discuss.
