Ready, Fire, Aim - Sales is Everything

The act of selling is essential for any endeavor. I'mis that it's 110% about sales. You have to prove your
currently reading the book, "Ready, Fire, Aim" byideas have legs.
Michael Masterson, a great book and a must read forSales is the most significantly linked to cash flow, the
any entrepreneur or would be entrepreneur.life blood of a small business. Instead of being focused
He breaks down business in 4 stages.on sales, young companies spend their times doing
The Infancy stage, 0-$1 million in revenue.other things. Such as buying office equipment, leasing
Childhood stage, $1 million to $10 million in revenue.office space, doing initial paperwork etc.
Adolescence stage, $10 - $50 millionThe main thing you should be focused on, Masterson
Adulthood, $50-$100 million and beyond.says, and I agree, is Sales. Getting that first order is
In the Infancy stage, the $0-$1 million, a business iskey. Proving that people are interested and there's a
typically or should be focused on sales. It might havemarket for your product.
0-7 employees or executive employees (employeesPeople spend too much time focused on the product
that have management positions), that are focused onor improving the product. Product quality is important,
sales.but in the beginning, get something good enough and
7 people is a magic number because that's the amountgo out there and try to sell it.
of people you can directly manage and keep theYou will always thing your product is great, but you
communications flow going. Any more and theshould realize your opinions doesn't matter. It's if your
communication suffers. This is from 'The Tipping Point'.product can sell that's the real indicator of a good
What many small business and entrepreneurs fail tobusiness idea. You should be selling from the get go,
realize, Masterson says, at this early stage of businesskeep on selling all the way up to the $10 million level.