How Many Salespeople Do You Really Need?

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How Many Salespeople Do You Really Need?

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Throughout the 1990s and up to 2008, LexJet, a 165-employee, $68 million seller of inkjet printers and related supplies and services, enjoyed double-digit growth. But when the recession hit, the company discovered a fundamental flaw in its sales strategy: Salespeople had been “resting on their laurels,” says CEO Art Lambert. They were selling more products to current customers rather than doing the harder work of landing new ones.



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