Launching a new sales initiative is an exciting time. They are often transformative and can improve the effectiveness of your sales team.


Examples of sales initiatives you’re considering might be:



By this point, you’ve likely determined what your project will entail. You know what you’re after and what it will take to get a result. Perhaps you’re thinking about doing this yourself or working with a partner.


Next decision for you to make: Who’s on the team?


Download the 5 Critical Resources Guide to help you determine this. It they key roles needed for a successful sales initiative.


Why the Team Matters

Who you select for the team is as important as the role they play. A key to successful initiatives is ensuring your team owns the result. Projects often fail because this step gets skipped. You lay out the guidelines and think the team can take it from there. Beware of skipping this and the issues it will create.


Here are 3 reasons lack of role clarity can impact your initiative:


  1. No (or Slow) Decisions – Without clear roles and responsibilities, who will make critical decisions? This can be anything from creating a new role to making significant financial investments. Without role clarity, guess who makes every decision? From the biggest strategic decisions all the way down to the minutia. Worse, it takes forever for anything to get done. By the time decisions get made, it can be too late.

Corporations have trained subordinates to follow the leader. If you don’t create clear roles with accountabilities and empower your team, buckle up. The demands on your time will be endless. The tool describes a Steering Committee to help you with this.

  1. No Ownership – When everyone is in charge, nobody is in charge. Lacking clear roles means it will always be someone else’s fault. Tasks not getting completed? Fingers will be pointed. Are 2 or more people doing the same tasks? Time and resources end up getting wasted. The tool will help avoid this from day 1. See Executive Sponsor, Project Manager and Project Team.
  2. No Quality Control – Ever spent months on an initiative and it failed when you rolled it out? This is the most critical to the success of your initiative. Don’t allow the project team to create solutions in a vacuum. If you do, the chances of failure go up exponentially. In the tool, there is a role called Quality Assurance. This team is critical in testing solutions to prove they will work.


You are getting ready to make an investment in a strategic initiative. Role assignments are as important to your success as the project itself. Completing the 5 Critical Resources Guide is worth your time.  


A Final Tip

If you’re considering outside help, make sure your partner brings this to the table. Using outside help makes this even more critical. You and your team have to learn to work with new team members. It wil5_Critical_Resources_Guide1l help you avoid project delays, changes, and cost increases. The tool will help determine who’s on the team and how each member contributes.  



Ryan Tognazzini

Works closely with B2B companies to solve strategic business problems so that they will make their number.
Learn more about Ryan Tognazzini >

Ryan joined SBI in 2010 as a Senior Consultant. Since then, he has worked extensively with emerging growth technology companies, including SaaS, enterprise software, systems integrators and OEMs. Additionally, Ryan works alongside numerous private equity investors, performing both sales and marketing due diligence and organic growth initiatives inside their portfolio companies.


Among a long list of accomplishments, he developed and implemented a sales and marketing strategy that resulted in the turnaround of a $1B IT integration clients. He executed organic growth initiatives to help a $100M software company achieve 40%+ year-over-year growth in preparation for an IPO. And he worked with a $1B enterprise software client to transform their sales and marketing go-to-market strategy for their cloud and SaaS offerings. Not surprisingly, in 2014 he was voted SBI Employee of the Year by his peers.


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