Picture this: It’s early January, and the Tetley Harris sales team is evaluating the previous year’s progress. Most employees had managed to work on a dozen or so deals. Sales cycles were slow, and many of them had carried over into the current quarter. Now fast forward a few years, and executives have gathered once again. Only this time, they’re not discussing 12 leads per salesperson. Or 20, or even 50. Most members of the team are now burning through 60, 70 and even 80 opportunities a year. That’s a 566% increase in less than a year. So, how did they do it? The short answer is that they switched to a new system. But the details are intriguing, and you’ll want to stick around to read them all.

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