Context: I'm the only person who's ever hit remotely close to a quota. I've built our sales process. We're scaling it now.
The problem: our TAM is fairly narrow, approx. 30-40% of the entire market is available to even talk to.
The product: definitely not up to par with the competitors.
The situation: Exec leadership doesn't seem to care or can't face the reality that our TAM is small and our product is subpar.
The question: How can you tell if your sales team is good or bad, or if the product is just no good? (I know the answer).
Therefore, how can you address the reality with the exec leadership team? and what solutions might there be to bring to them?