Is It A Challenge Teaching Your Sales Organization The Value Of Video?

Next year, we don’t want to be the same sale organization we were last year in terms of our skill sets, our capabilities, our ability to sell, our strategy to sell, our go-to-market and all that. We obviously want to evolve and take a lead there.

Consequently, we don’t want to be, in my opinion, the AV sales approach of yesteryear either. We are doing something new here. We are creating a hybrid in terms of the challenges selling AV. I would say that inside our company there is, I don’t know, less than a third of our sales force are probably active in selling video and managed services. And maybe even less than that – maybe just 10 percent or 15 percent that are getting up and proactively thinking about those opportunities.

So looking at our current revenue split, I kind of feel like we are running at 10 percent efficiency. So if we magnify that and do our job at training, and our sales force evolves and they become more aware of my world and what I do and what our team does, I think the future is very bright and we are banking on that.