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A Summary of

How to build, manage and scale a sales team – 12 strategies from the experts

by
Geoffrey Keating
Intercom
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  1. Decide on top- down vs bottom-up
  2. Discover your ideal structure
  3. Structure sales organization for maximum efficiency
  4. Use the sales acceleration formula (Mark Roberge) to build sales team
  5. Create a sales culture that’s about more than quota
  6. Seek passionate sales people
  7. Hire sales people who can blend art and science
  8. Choose a mode of compensation
  9. Align compensation to buyer behavior
  10. Determine the base salary/variable split
  11. Design an onboarding process that will make sales reps stay
  12. Train reps for effectiveness, not just efficiency
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