The TribalVision marketing team knows small business inside and out. We’ve been in the marketing trenches with small to midsize businesses for years, and we often find that small business owners suffer from the some very common pain points that can be, thankfully, fairly simple to resolve. In a series of upcoming posts, we’ll discuss some of these pain points and how they relate to getting the most out of your marketing budget.

First up: the sales force. Quite often, small businesses do not view their sales teams as a natural extension of their marketing efforts and are therefore not providing those teams with the resources and attention needed to ensure that they’re optimized to bring in as much new business as possible. At TribalVision, we see companies’ sales forces as the most money lead generation channel a company has, yet it’s the most overlooked aspect when it comes to ensuring that each marketing channel is optimized.

For example, many businesses simply hire sales personnel and say, “Hey, get out there and do your thing.” There’s no training, no real job description, no accountability or goals. When viewed under the same microscope as other marketing channels, however, simply sending a sales representative off without any concrete goals or objectives is unthinkable. Over the next few posts, we’ll discuss this and related marketing pain points and provide some actionable tactics for ensuring that your organization is making the most of its marketing (and sales!) dollars.