June 2019
Intermediate to advanced
336 pages
7h 42m
English
If you haven't specialized your sales team roles yet, nothing will make a bigger impact in your ability to increase sales productivity and grow.
If you don't specialize, you're going to struggle.
Specializing sales roles is a cornerstone of Predictable Revenue. As a quick review, one of the biggest sales productivity killers is having salespeople do multiple roles: some mix of qualifying their own inbound leads, cold prospecting, closing, and account management into one general “sales” role. Let's look at the case of juggling prospecting and closing, as an example of why it's such a problem: