The article outlines a structured approach to building a high-performing sales team, starting with defining clear goals and sales strategy (target customers, revenue goals, sales process) so hiring aligns with business needs. It emphasizes creating detailed role descriptions to attract the right candidates, using a mix of sourcing channels and assessing both skills and cultural fit during interviews. Once hired, new reps need a structured onboarding and training program that covers product knowledge, sales tools, processes, and early wins to build confidence. Effective teams also rely on performance management with clear KPIs, regular coaching, and feedback loops to improve skills and hold reps accountable. In addition, it highlights the importance of compensation plans that balance base p

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