It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. Sales teams must meet the immediate needs of their customers, respond issue by issue and account by account, and meet quarterly goals. As one sales manager noted, “In this job, if you don’t survive the short term, you don’t need to worry about the long term.”

Source: How a Fast-Growing Startup Built Its Sales Team for Long-Term Success

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