Understanding the Sales Force
APRIL 14, 2014
Then there are researchers who simply fail to talk with the right people. I believe that if you do some digging into who is writing relative to each topic, it becomes fairly easy to see that most of the death mongers hail from isolated areas of the industry.
Understanding the Sales Force
JULY 22, 2014
Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories. Findings Related to Potential. Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! It''s all about potential.
Understanding the Sales Force
JULY 8, 2014
Do you have salespeople who are putting in long hours, but don''t generate enough business in relation to the time invested? Are there sales versions of this? Do you have salespeople who are busy, but struggling to succeed? Do you have salespeople who find enough opportunities, but struggle to get them closed? Everything is relative.
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