In this episode of 'The Advisor,' co-host Lisa Urbanski interviews Adele Crane, an eminent business consultant and CEO of Sales Focus Advisory, known for her extensive experience across multiple continents and her work in promoting sales transformations, high-performance teams, and cultural change in organisations.

The discussion centres on aiding start-ups in transitioning to an efficient sales phase. Adele emphasises the necessity for entrepreneurs to eventually delegate sales roles to foster growth, noting that hiring friends or attempting to acquire experienced salespeople from larger firms often leads to failure.

She stresses the importance of thorough preparation, setting realistic expectations, and developing structured playbooks and systems that new hires can utilise. Adele explains that the lack of an existing momentum like that in major corporations necessitates robust marketing efforts to generate engagement and inbound leads. She advocates for out-of-the-box marketing strategies and aligning sales tactics to customer profiles.

Throughout, Adele reinforces the idea that growth is achieved through continual adjustments, learning from failures, and executing decisive actions within set timeframes for success.

Lisa and Adele also discuss specific tools and characteristics vital for effective new salespeople and highlight the indispensable role of marketing in propelling startup growth.

Adele concludes with advice for entrepreneurs to embrace mistakes as learning opportunities and underscores the importance of agility and resilience in business expansion.