Episode 13: Navigating Sales Leadership for Early Stage Startups with Steve Kornreich

 

Today we’re discussing an important topic for anyone considering the transition from sales to a sales leadership position. We delve into what it means to be the VP of sales for an early-stage startup and how to navigate the role from negotiating your contract to strategizing your game plan. Our guest today, Steve Kornreich, has a wealth of insight on the topic, having held three positions as a startup sales leader, primarily running revenue teams for high growth startups at a range of levels, from seed to series C. In addition, Steve recently launched two companies Magic Desk and Reditus. Magic Desk is an IT solutions provider that partners with small and midsize businesses, while Reditus is a sales consultancy that chiefly works with early-stage startups to maximize sales strategies, tactics, and execution. In our conversation with Steve, we discuss how he first got his start in sales and what his feelings are on the current landscape of sales, technology, and leadership in early-stage start-ups. Tuning in, you’ll hear Steve break down the transition from sales to leadership and why the role does not have to be the natural outcome of being a high-performing salesperson. Steve explains why being in a leadership position involves a tremendous amount of people skills and how to evaluate whether the transition to a sales leadership position is right for you. Later, Steve explains why you need to be rigorous during the negotiation process and why he is alarmed by the high turnover rate of talented individuals going into sales leadership positions. For a wealth of advice, tips, insights, and practical strategies join us for a deep dive into navigating sales leadership for early startups!

 

Key Points From This Episode:

Introducing today’s guest, Steve Kornreich.

Steve shares the insights and events that prompted him to create Reditus.

What Steve learned from working at early-stage startups.

Steve shares some of the biggest challenges he experienced in establishing Reditus.

How Steve first became aware of startups outside of California and San Francisco.

Steve’s first sales job at Mojo Motors and what he learned from the experience.

Steve reflects on the positive and negative changes he’s seen in sales with advances in sales technology.

How advances in sales technology allow salespeople to be more targeted and thoughtful in their approach.

How advancements in sales technology can result in complacency and a more dehumanized sales process.

The growth of SaaS companies and how that has influenced the culture of sales.

How early-stage startups are reaching the point of needing a VP of sales and what that means for their development.

The challenge