The sales journey of a company from 0–100 crores is very different from its 100–1,000 crore journey. As start-ups, companies are often underpinned by the vision of their promoters, and it is at this stage that the product or service strategy and route-to-market get defined. Often, the founders/promoters are involved in nearly every aspect of the functioning of their organisations, be it tracking the sales pipeline, building personal relationships with distributors or customers or gaining visibility into vendors from whom input goods or services are procured.
This knowledge paper outlines the basic principles that companies need to bear in mind while making this journey from 100 to 1,000 crores.
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