sales team optimization
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How Most Companies Get Sales Team Structure Wrong
- June 6, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies overcomplicate sales team structure with too many roles and expensive BDR teams. Discover why simplifying to Hunters + Account Managers, fixing channel sales, and addressing weak management + infrastructure delivers far better results.
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How the MLB Playoffs Can Help You Rethink Your Sales Team
- September 29, 2025
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Understanding the Sales Force
What if your sales team was built like an MLB playoff roster? In this post, we explore how the high-stakes, cutthroat nature of the 2025 MLB playoffs can inspire you to rethink your sales team, keeping only the top performers who drive revenue growth and letting go of the rest.
