Monday, May 16, 2005
Stanford Graduate School of Business colleagues Mark Leslie (former CEO of Veritas who grew it to over $1B in sales) and Charles Holloway (sits in the Kleiner Perkins endowed chair) have collaborated on a framework Mark had put into practice at Veritas. They refer to it as the Enterprise Sales Learning Curve. Mark has been regularly speaking at industry events and with VC's and has received universally positive feedback about the impact of the framework he's proferred. This article defines what the Enterprise Sales Learning Curve is and how to apply it.