This post builds off a prior one, “We have a different sales structure here, the sales people just sell!” Building a highly productive, modern sales organization requires increasing specialization - and frankly, it’s a big reason salesforce.com has such an amazing sales organization. Though they take it to the extremes - you wouldn’t believe the number of different kinds of sales groups, inside and out, that salesforce.com has One of the biggest sources of lost productivity is the practice of lumping a mix of different responsibilities (such as raw web lead qualification, cold…
