It is said that the definition to insanity is to try the same thing again and again, and expect a different result. If that is the case, I can think of nothing more insane than how small and mid-sized companies (SMBs) approach the recruitment, training and managing of their sales teams. Despite consistent underperformance and disappointment, executives continue to hire the same types of people, ask them to do the same things, and then complain when they fail to perform. Consider these...
