"Sales is all about figuring out who your most likely target customers are within the universe." - Richard Dunkel
Before building a high-performing sales team, a leader needs to understand the complexities of the sales process in order to have a customer-focused operation. Be invested in the customer's success. Create a committed culture where the team understands and prioritizes customers' needs.
If the company purely relies on inbound sales, it's time to create an outbound pipeline. Building an outbound sales pipeline requires work before the sales team gets involved.