Those Who Measure, Measure Rubbish
The Ultimate Sales Executive Resource
NOVEMBER 19, 2008
They refer to findings from their statistical studies , suggesting that the one-year impact on revenue of a sales force at the sales territory level is anywhere from 20 to 90 percent. Admittedly, the book was published in 2001. This can happen when managers follow the rule that “more feet on the street” will increase revenue.
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