The total sales effort by an organization is a key to growth and longevity in any business. For smaller companies, it is crucial to make sure that your staff is aware of the overall sales process as well as recognizing sales opportunities when they present themselves. Having full-time sales people on staff to pursue potential clients and follow leads is good but having a well rounded staff of individuals who are able to step in and get the job done effectively is greater. There are times when sales opportunities may come up unexpectedly and ensuring that each person in your organization is familiar with the sales process may be the difference in taking that lead to closure. Going forward into the new year, make sure that your sales strategy involves educating all internal parties on your sales process and see your closing ratio continue to rise!