Cyber Compliance Startup Addresses Team Blind Spots And Improves Sales

Problem

Despite strong industry experience and product quality, the startup faced:

• Consistently poor sales performance
• High turnover in sales positions
• Founder disagreement on market strategy
• Lack of unified direction
• Increasing emotional tension

Analysis

• Interviews & observation revealed that each founder was pursuing a different growth strategy:
  • High volume/low-cost direct sales
  • Channel partner approach
  • High margin enterprise focus
• A StrengthscopeTeam™ assessment revealed that the team lacked enthusiasm for activities essential for sales, including:
  • Relationship-building
  • Persuasion
  • Execution

Intervention

With Syzygy Team Solutions’ help, the team

• Hired dedicated Sales Director
• Increased CMO's strategic input
• Addressed internal communication issues
• Acknowledged and compensated for team blind spots
• Increased focus on external-facing business aspects

Results

Strategic changes yielded significant improvements:

• Secured first six-figure contract
• Extended existing customers to three-year contracts
• Improved internal team dynamics
• Created clear market direction
• Established sustainable sales approach

Key insight: Understanding and addressing team blind spots can be as crucial to success as having a strong product.