Forging an Effective Sales Organization

  • Authors:
    Todd Kulik
  • Publication Date:
    February 1999

Most sales representatives have only 2,000 hours per year in
which to carry out their many duties and responsibilities. Perhaps more
disheartening, in even best-in-class organizations, only about 40 percent of
that total is devoted to actual selling. As a result, sales architecture has
become an increasingly valuable skill for sales departments. Whether creating
totally new frameworks or modifying those already in place, the choices on
offer are confusing, and successful solutions less than obvious. What is clear,
however, is that an indifferent reliance on past sales practices for future success
is a dubious proposition at best.

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