Glossary

A B C D E F G H I J K L M N O P Q R S T U V W

The Island

Each rep is responsible for their own accounts in all stages of the sales process.

Teams on the island are made of reps each responsible for their own accounts across all stages of the sales process. Sales reps don’t work together much but share managers, operations reps, etc.

Benefits of the island include:
-Lowest cost required
-High quality and customer satisfaction
-Competition among reps

Potential issues with the island include:
-Over-reliance on top reps
-Low scalability
-Poor outbound prospecting

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