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The 3 Keys to Building Expert Sales Teams

If you’ve been working in sales for any length of time, then you know that good sales reps are made, not born. To become a great sales rep requires dedication and perseverance, as well as performance analysis and coaching. When building a sales team, you have to use a measured approach that highlights weaknesses as well as strengths and provides the tools and support needed so that your sales reps can excel.

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Trends in B2B Sales Team Structure

The nature of sales is continually changing, and organizations that can spot those changes are the ones that identify new opportunities. In B2B selling, buying habits are evolving, and capitalizing on new B2B sales opportunities means building a sales team that’s structured to address the new B2B customer. Unfortunately, most sales executives have been slow to identify these changes, let alone to react to them. It’s time to take a hard look at your current sales organization and consider building your sales team to meet the needs of today’s B2B buyer.

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