Most startup founders wear many hats in the early days. And one of those hats is often head of sales usually because they are the most knowledgeable about the product and the problems it solves in the market. But it's impossible to grow beyond the startup phase if you are spending 15 days a month on the road selling. Replacing himself as a salesperson took 3 years, but replacing himself as head of sales took Doug Frazier much longer. It wasn’t until he discovered a genius channel strategy that he made the transition out of sales management.

In this episode of Sales Talk for CEOs, Doug Frazier talks about his 30-year journey at EnviroGuard and the key milestones that defined his path to success. From teaming up with his wife in order to make EnviroGuard a female-led company to hacking together a CRM solution years before Salesforce was inven ...