You have a good sales team, strong products and a solid reputation. You also have keen competition, a volatile market and ever-changing client environments.
Given the above – how do you best invest in the first three to respond to the later three?
Experience would suggest that you spend a % of revenue on product development, a similar, or even larger % of revenue on brand development – but an altogether smaller amount on enhancing your sales team. Sure, they get new-product training so that they can know what they’re selling – but what can you do to make them more effective at selling?