A strategic sales force – one driven by a focused sales strategy and robust sales operation framework rather than a panel-beaten corporate / marketing strategy or territory plan for capturing incremental share of spend, is a highly treasured asset. A strategic sales force will deliver better results for the organisation’s customers and as a result, for the organisation itself.
A great case study for sales strategy and a strategic sales force.
When we met mid last year, the relatively new Sales Director of the Australian Asia Pac division of a major global equipment manufacturer, was facing declining markets, loss of major accounts, margin erosion and a ‘race to the bottom’ market mentality. There was no previous investment in the sales team, no … read more by subscribing.
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