How growing companies can maximize their sales

Some growing businesses could boost their sales simply by making a few changes in how they manage the selling process, writes Daniel Kehrer. Companies should identify their ideal customers and make sure their salespeople's responsibilities are aligned with their individual strengths. "A person who's great at bringing in leads might be terrible at closing sales, or vice versa," Kehrer notes.

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Arizona Republic (Phoenix) (tiered subscription model), The

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