RAB Insights

RAB Research Archive

Identify where you are and what you need

Before you learn how to manage a sales team, you need to build one. Identify which category your potential hires fall into -- builders vs. growers.

Builders grow from scratch. They start with nothing. Growers grow once everything is in place. Most people are not good at both.

Know what stage you’re in and what type of salesperson you need, and ask questions to separate the builders from the growers.

Source: Sales author Aaron Ross