The Enterprise Sales Learning Curve

The Enterprise Sales Learning Curve by Mark Leslie & Charles A. Holloway

“It always takes longer and costs more” laments Don Valentine of Sequoia Capital, one of the most successful and respected venture capitalists today. This is consistent with our own extensive involvement in entrepreneurial companies over the past twenty-five years where it is the truly rare company that meets or exceeds its initial plans. Continue reading here.

Notes On This Article

This is a true classic, originally posted in the Jul-Aug 2006 Harvard Business Review. Written from the perspective of an investor, the concept holds true for both startups and enterprise. Leslie and Holloway explain “It’s important not to confuse the organization’s sales learning curve with a salesperson’s individual learning curve.”

– Rob