The Pressure Paradox

Topics:
Sales Force Design,
Sales Training
Tags:
Sales,
Sales Force Management,
Sales Organization,
Sales Strategy
Source:
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Overview: Studies have shown that senior executives are more inclined to attribute their sales organizations' difficulties not to the tough economic and competitive environment but to their salespeople's poor skills and their sales managers' lack of leadership. Any one of these forces would challenge even the best of sales organizations in the best of times. Taken together, however, these mounting pressures make this one of the most trying periods for sales force effectiveness in recent memory. Paradoxically, the pressures under which sales organizations now operate hold within them the opportunity for both success and failure.

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Format: PDF | Size: 63KB | Date: Feb 2005 | Pages: 5

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