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Adeptia’s initial problem was finding a sales force that would help bring revenue into the company. Although they did good recognizing their personal strengths and weaknesses and looking to supplement their companies with the staff they lacked, they had some trouble finding the right person. At first Deepak and Paul hired two junior sales representatives with the hope that they would demonstrate the value of Adeptia’s product, Indigo. Unfortunately, they were unable to bring any business into the company. One of the problems with the sales representatives was that they did not understand the product they where selling...
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