A VC in Vacationland

One of my good friends, and CEO of SpringLake Technologies (a Supply Chain Ventures Fund I company), Stephen D’Angelo, has just published a piece worth reading by every entrepreneur,  "How to Hire More "A’s" in Your Sales Organization".

This area is a blind spot for many CEO’s and their Boards.  Conventional wisdom holds that a successful, Rolodex-heavy sales EVP making $200K per year, with a large pyramid of like-minded sales people underneath them, is the best way to tackle the software market place. Again and again, I have seen this fail as a strategy in the current software environment.  Such people are valuable in certain companies and situations.  But the emergence of newer on demand and open source software solutions require different methods of attacking the market–especially channel sales partners who can support clients less expensively across the range of software solutions in their companies.

So spend a few minutes before New Year’s Eve reviewing what Steve has to say and make a resolution to find and nurture more "A" sales people and channels in your organization during 2007.  You will do yourself and your company a big favor.