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b'A full-time professional sales team can be the catalyst for substantial growth or a boat anchor costing you time, money and missed business opportunities. Every expanding business will inevitably face the challenge of hiring and building a dedicated sales team. Each hire is a key employee, especially so when it comes to the sales staff. Whether it\\u2019s your first hire or the fiftieth, each decision is fraught with a variety of concerns: closing skills, work ethic, incentives, and more. \\n\\nThis session will address the challenge of building and staffing an effective, high-performing sales organization that is competent and capable of finding and closing profitable sales. The session will cover: \\n\\nFinding competent talent within my industry or identifying complementary markets for talent \\nTraining non-sales personnel versus training a dedicated sales staff Interviewing skills to verify credentials: closer vs. poser or do you need a farmer or a hunter? \\nCompensation, quotas and territory management \\nTraining new sales hires? Recognizing the differences between selling as the principal or owner versus as a dedicated sales executive. Articulating and establishing a repeatable sales process that doesn\\u2019t depend on you. \\nSales management \\u2013 when to add this level and how to find it'