Conventional sales wisdom says that increasing sales is best accomplished by improving the quality of your sales team. For the Fortune 500, investing hundreds of thousands or even millions of dollars in training, recruiting, and paying top-tier talent is a viable strategy.
For mid-sized and smaller businesses, “buying your way out of the problem” is not a viable option. So how do you improve the performance of the sales function and keep the sales team you have?
It’s not easy, but it is possible. We have studied top-performing sales teams of SMBs and discovered hundreds of best practices that allow them to perform like Fortune 500 teams for a fraction of the cost. Following our well-tested framework overtime removes chaos, creates predictability, and instills a mindset of continuous improvement and learning.
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