4. Designate Sales Leaders With Revenue And Profit Responsibilities

Companies that succeed in growing a practice or technology area are the ones that create accountability by designating a specific sales leader with revenue and profitability objectives.

“If they’re the right person, results will follow,” Warrey said.

Marco cultivates strong salespeople by regularly conducting employee retreats focused on sharing best practices and creating a team atmosphere, Warrey said. Marco prides itself on having a sales-driven culture, Warrey said, and is constantly adding things for its salesforce to sell.

“That doesn’t mean the sales reps get away with murder in the company,” Warrey cautioned.