Forging an Effective Sales Organization
- Authors:
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Publication Date:
February 08, 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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