When Outbound Sales Falters, Focus on Inbound

social mediaOne of the most difficult hires a small business owner makes is an outside salesperson. According to Dr. Bradford Smart in his book, Topgrading, just 25% of all salespeople are high achievers, which means 75% range from pretty good to bad. This challenge of identifying outstanding outside salespeople has existed forever and today it’s becoming increasingly difficult to even find people interested in an outside sales position. So, not only is this role tough to fill, it’s exponentially more challenging to fill spots with outstanding producers. All this to say, your inbound sales efforts better be awfully strong and when the consumer comes to research your company, you need a strategy for converting and nurturing.

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