“When evaluating a young company, growth matters even more than profit margin or cost structure” (p. Identify who on your team is responsible for closing deals, but remember that sales will not pay off until “you’ve figured out your product, your demand and lead generation systems, and the kinds of selling motions that will convert prospects to customers” (p. Adjust your sales process to where your product line is – adjusting your sales approach as you upgrade your product. “Customer grievances are best solved by establishing proper ownership, reducing internal complexity, and removing bureaucratic intermediaries” (p. The whole company should feel responsible for customer satisfaction and success. 96).Īlign Incentives for Customer Success. “Slow down and critically examine situations and problems before settling on an explanation, never mind a solution” (p. Companies need to prioritize the diagnosis before launching solutions. To build trust, “be trustworthy” as a leader (p.
Encourage and live out open communication between teams and departments. Teach Everyone to Go Direct and Build Mutual Trust. Whatever your stated values, they need to be practically lived out in the day-to-day with consequences attached for violating them. “Maintain an active recruiting posture,” making sure the people at your company are motivated contributors and not just “passengers” (p. Hire Drivers, Not Passengers, and Get the Wrong People Off the Bus. “Strategy can’t really be mastered until you know how to execute well” – and execution is a “teachable competency” (p. Have a “visceral sense of contest” and resist erring on the side of caution (pp. 41).ĭeclare War on Your Competitors and on Incrementalism. Once your mission is set, work on four things: “focus, urgency, execution, and strategy” (p. “A clear and compelling sense of mission has been one of the essential keys to our consistent growth and success” (p. Understand that experience is invaluable and teaches you to fix what can be fixed sooner rather than later. Choose wisely where you start your career. My Journey from Teenage Toilet Cleaner to Serial CEO. “Leadership changes can yield immediate impact long before you can carry out more structural changes in talent, organization, and strategy” (p.
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