The Barrett team regularly reviews and discusses all aspects of selling and sales management and what’s new and what remains constant. In recent weeks, the topic of prospecting, new business development and relationship management was re-examined, especially as it relates to who in the organisation is responsible for these activities.
Our observations and findings?
It’s very easy for those non-sales people to take a hands off view around the sales function and point at the sales team as the ones solely responsible for these activities. However, effective businesses know that at coordinated effort across the business from the top down is a better way to manage these important activities.
Who and how many people get involved depends on your target markets and how large and … read more by subscribing.
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