Baby Steps


Some goals are overwhelming to the point where you feel frozen and unable to start.

This is a sign that the magnitude of the goal is counterproductive.

When a CEO is overwhelmed with the task before them, I tell them to break down the problem into smaller “baby” steps.

I once had a client that needed to pivot. They needed to shift from one source of revenue to a second, very different, source of revenue.

The new revenue model was so far out of the team’s comfort zone, they were paralyzed by fear. They couldn’t see how they could build a multi-million-dollar revenue stream in 12 months from something nobody on the team knew how to do.

So I said, “Forget the seven-figure goal. Generate $1 in sales within 90 days from this new revenue source.”

Suddenly, the problem didn’t seem so intimidating.

My client thought to himself, “Shoot, even my 8-year-old son can generate $1 in sales from a lemonade stand on a Saturday afternoon. Surely my entire team and I can generate $1 in sales in a quarter.”

They lacked the correct payment processing infrastructure, so they had to figure out that problem.

They lacked a consumer-oriented customer-service function, so they had to create that function.

They lacked product fulfillment capabilities, so they had to build that.

They lacked a supply chain process, so they had to build that too.

It took them roughly 75 days to get that first $1 in sales.

Twelve months later, they broke $1 million from that new part of the business.

Two years after that, they were on the Inc. 500 list.

The client gave me an Inc. 500 plaque as a thank you for helping them achieve that milestone.

When you find yourself overwhelmed and intimidated by the goal ahead, break the big goal down into baby-step-sized goals that are no longer intimidating.

Additional Resources

If you enjoyed this article, I recommend joining my email newsletter. You’ll be notified when I publish other articles and helpful guides for improving your SaaS business. Submit the form below to sign up. Also, use the email icon below to share this article with someone else who might find it useful.

If you’re the founder and CEO of a SaaS company looking for help in developing a distribution channel strategy, please Click Here for more info.

Yes, I want to receive free articles on
How to Scale and Grow a SaaS Business
First Name *
Email *

This form collects your email so that we can send you the free materials you requested. Check out our Privacy Policy for details on how we protect and manage your submitted data.


Leave a Comment

Your email address will not be published.

Scroll to Top