Sales team success occurs from more than just relationships and a good brand name. That supports only 5% of the sales population and for the rest, they require much more from their company. Sales are not unlike any other area of your business, contrary to popular rhetoric. Established effective business [...]
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This is an increasing problem we are seeing in companies where their sales organisation has expanded but companies are following very traditional and dated structures. The habit of operating with legacies and tradition is pulling companies backwards and putting up unnecessary barriers to growth, from a human capital and financial perspective.