Greco, Susan (1996), "Replace Yourself," Inc. Magazine., December Vol. 18, No. 18, Pg. 125-126.
This article identifies the need for experienced/professional sales managers as an organization grows. There is recognition that this infusion of a professional manager is difficult and often traumatic for the veteran sales performers. Four stages that owners of growing businesses may go through prior to making a successful hire are identified.
Oliver, Suzzane L. (1997) "Million-man Sales Force," Forbes, March 24, V. 159, Pg. 63 +.
This article profiles Kenneth Trout, founder of Excel Communications the country’s fastest growing long distance company. Recognizing the price differential between wholesale and retail long distance rates Trout saw the benefits in using a pyramid sales force. The company is reported to have created a sales force of 1 million reps generating revenues of $144 Million in 1996. The success of this pyramid sales force structure is reported to have perked AT&T’s interest which is considering a similar move.
