(Contributed by Gordon Daugherty, Capital Factory Director)
Certain startups can only guess what type of sales model they will end up with once their ready-for-primetime product is released. We are now conditioned to use the Lean Startup concept of a minimum viable product (MVP) when it comes to our offering. But why not extend this to the sales model as well? Lean Startup principles extend to all aspect of your business model but few use it beyond the product. The last thing you want to do in the early days of your company is overshoot your sales model with expensive hiring, tools and travel. Of course, companies with mobile apps or other offerings that clearly leverage an e-commerce model don’t need to worry about this unless they later identify extensions of their offering that carry a more traditional sales requirement.
I’ll use a crawl-walk-run analogy to demonstrate a Lean approach to refining your sales model. All steps along the way assume you are doing as much as efficiently possible to drive interested prospects to your website and making sure your site is properly enabling sales.