Sales effectiveness and the decision making process
The purpose of this paper is to explore, in the broadest terms, the potential areas for development within a sales function. By comparing, at each stage of the process, the behaviours of a sales operation that is world-class with one that is typical. By assessing where a sales operation sits between these two positions an organisation may form a view of what and where its development needs may be as the basis for further discussion and diagnosis.
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