When it comes to sales productivity and sales performance many companies are shortchanging themselves and, unfairly blaming their salespeople for poor sales performance results.
How can that be? Well too many businesses pay salespeople for business development and then lumber them with non-revenue, non customer oriented activities such as administration, unnecessary internal meetings, service delivery or transactional account problems. And whilst acknowledging that these are very much a part of managing the client’s experience and classified under the sales portfolio, the haphazard manner in which these are structured does little to encourage optimal live … read more by subscribing.
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