????5. 對客戶進(jìn)行換位思考,。客戶越高興,，那么他們保持合作、擴(kuò)大合作以及幫公司做推薦的可能性也就越高,。初創(chuàng)階段,，創(chuàng)始人領(lǐng)導(dǎo)公司的時候，會進(jìn)行傳教士式的銷售和支持工作,。然而,，隨著公司規(guī)模的擴(kuò)大，你不可能照顧到每一個銷售電話和支持問題,。你需要找到方法,，在公司的文化中培養(yǎng)對客戶的換位思考，使員工與客戶相匹配,。優(yōu)秀的成長期CEO們會在公司流程中融入以客戶為中心的理念,。紀(jì)源資本（GGV）的投資組合公司Zendesk所提供的基于云的客戶服務(wù)在業(yè)內(nèi)占據(jù)著領(lǐng)先地位。這家公司的新員工接受的培訓(xùn)中有一部分就是從事技術(shù)支持工作,。搜索引擎優(yōu)化平臺BrightEdge是一家非常有前途的成長期公司,。它要求所有銷售新人建立一個網(wǎng)站，并使用公司的工具進(jìn)行搜索引擎優(yōu)化,。這也是新員工培訓(xùn)的一部分,。同樣，你也需要找到自己的方法,，保證團(tuán)隊真正了解,、關(guān)心客戶所處的困境。

????隨著公司進(jìn)入成長期,，招聘最優(yōu)秀的團(tuán)隊,，認(rèn)真管理“附加賭注”，同時保持專注,，建立一種致力于客戶成功,、堅持學(xué)習(xí)、無需每天監(jiān)督也能正常運(yùn)轉(zhuǎn)的體制,。如果你能做到這些,，肯定能成為一名優(yōu)秀的成長期CEO,。

????本文作者格林?所羅門為紀(jì)源資本合伙人。他近期的投資包括Pandora,、Successfactors,、Isilon、Square,、Zendesk,,、Quinstreet、Nimble Storage等公司,。作者為希望做大的成長期企業(yè)家撰寫了系列博客,，本文是其中摘選。閱讀該系列文章可訪問：http://goinglongblog.com/,。（財富中文網(wǎng)）

????譯者：劉進(jìn)龍/汪皓

????5. Empathy for the Customer. The happier your customers, the more likely they'll stay, grow and refer others. While founder-led, evangelical selling and support works in the start-up phase, you can't be there for every sales call and support issue as your company scales. You'll need to find ways to inculcate customer empathy into your culture, aligning your employees with your customers. Great growth-stage CEOs build customer focus into their process. GGV portfolio company Zendesk, a leader in cloud-based customer support, has all new employees sit on the support desk as part of their training. Promising growth-stage SEO platform BrightEdge has all new salespeople build a website and use its tool for SEO as part of their training. Similarly, you need to find ways to ensure your team understands and cares deeply about the plight of your customers.

????As you move your company into the growth stage, recruit the best team possible, carefully manage a few side bets while remaining focused, build an organization that is dedicated to the success of your customers, committed to learning and able to operate exceptionally without your daily oversight. If you do these things, you will become a great growth-stage CEO.

????Glenn Solomon (@glennsolomon) is a Partner with GGV Capital. Some of his recent investments include Pandora, Successfactors, Isilon, Square, Zendesk, Quinstreet and Nimble Storage. This post is part of a series for growth stage entrepreneurs who are thinking big; the full series can be found at www.goinglongblog.com.