Adding sales representatives can be a lengthy process, so it's important to maximize the productivity of your existing team, Scott Gruher writes. Factors such as the type of sales activity and products offered can efficiently split up the workload, he says, and sales teams should consider the potential value of their customers. "Put your best Account Management resources on your best accounts and your best Hunters in the territories with the most potential. You will increase productivity," Gruber writes.

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