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.