When it comes to sales, should salespeople do it all, or should individual functions be divided among multiple people, each having specialized responsibilities? I’ve had several conversations lately about the virtues of each approach.
Do it All vs. Split it Up
Is the do-it-all method, where one salesperson hunts, closes and then manages the accounts after the sale better than, say, where an inside salesperson handles the inbound or outbound calls (or a sales development rep, as they are commonly called, gets appointments scheduled) and other salespeople conduct those meetings and close the sale? The truth is: each way may be right […]