Sales organizations face different challenges as they grow

01/30/2014 | Harvard Business Review online/HBR Blog Network

Sales organizations must cope with a variety of challenges depending on their levels of maturity, writes Steve Martin. New sales organizations must attempt to establish "sufficient sales coverage to push the product into the market," Martin writes. Once the organization has gained some traction, it will need to quickly scale up to take on its competitors. Afterward, in what Martin refers to as the "maintain" stage, the organization has to find a way to achieve maximum productivity.

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