I had an opportunity to sit and talk with Lynne White, Principal at Velocity Partners. Lynne has spent a career in sales and has been providing small and medium size companies with tools and processes to help them overcome problems and grow their sales. She has some interesting concepts some which might surprise you. For instance, she finds that many times companies have too many sales reps when they think they don’t have enough.
If you have a few minutes, give a listen to the podcast.