From: Inc. Magazine, June 2004 | By: Lora Kolodny
This insurance brokerage employs college interns and sales vets alike. But they all start with inside sales, then move up to territory manager, and then into strategic accounts. The system grooms people to "speak our language and use our technical systems," says senior VP of sales Ned McCauley. By providing the staff with a sense of upward mobility, Access also finds that it can enter new markets fast--90 days on average. Since structuring the team this way in 2000, Access has entered five new states, and revenue has jumped to $140 million from $24 million.