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Trying to recover ground lost during the recession, many sales organizations are pursuing traditional tactics to increase revenues. They are putting more “feet on the street” and raising quotas or even doing both. They’re hoping that more quota or “demand” will result in more revenue or “supply” but that’s a big risk if you simply have more people chasing static demand. When more sales reps and bigger quotas don’t work you are left with higher costs, which eat into margin and make the situation worse, not better. Author: Beagle Research