How do you formalize the sales function? How can you systematically and consistently increase sales? A language service provider culture can greatly affect its progress toward developing more mature sales processes. In this presentation, Common Sense Advisory (CSA Research) shares the results of many years of research and advisory sessions on the best practices used by the most successful sales organization in the language services industry. Setting proper foundations for the sales function is crucial to avoiding costly blunders and increasing the probability of success.