The competitive advantage of developing and building a specialized quality team of sales professionals far outweigh a large sales team based solely on their size. As a successful sales manager, I prefer a stronger, specialized and high quality team over mass numbers of sales reps.
In the movie, “300”. King Leonidas was questioned on the amount of soldiers he had brought to do battle. He answered by selecting random individuals from the group and learned that they were not soldiers, but were recruited to help fight. When King Leonidas asked his Spartans, “What is your Profession”, the answer rang clear and loudly that they were soldiers of high quality.
Having a sales team that is specialized and focused on the sales profession will defeat an army of high quantity sales reps. As a sales manager, look to hire the best and develop your team to be the fierce, high quality sales team that can defeat the large sales forces that your team sells against. A clip is shown below: