Staffing Up Sales: Behind Intermedia's Plan To Double Revenue

How To Get To Growth

Who wants to generate more revenue?

OK, calm down. Having an ambitious growth target sometimes required more sales expertise. Intermedia - No. 189 on the CRN Solution Provider 500announced this week that it's growing its sales organization by about two-thirds as it seeks to more than double its revenue over the next few years.

Eric Martorano (pictured), Intermedia's senior vice president of worldwide sales, talked with ITBestOfBreed this week about the kind of people he's looking for, and how the current climate of selling technology to business impacts his hiring plans. What he says in the next few slides may hold lessons for you.

Here's what he had to say in this edited transcript of the interview.