Sales Force Effectiveness: It’s Not About Playing, It’s About Winning

Topics:
Sales Training
Tags:
Boston Consulting Group Inc.,
Sales,
Sales Force,
Sales Force Management,
Sales Strategy
Source:
The Boston Consulting Group

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Overview: "A good coach knows that he must motivate his players, both individually and collectively. He must ensure that their actions and personal interests are aligned with the strategy and goals of the team. He must fine-tune the players’ tactics, provide tools to improve their chances of success, and evaluate them fairly once the game is under way. Business executives face the same challenges. One of their most important teams is their sales force. And while every CEO knows that the effectiveness of his sales force has a profound impact on overall profitability, the task of getting the most out of every seller remains a problem for most institutions."

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Format: PDF | Size: 256KB | Date: Jan 2002 | Pages: 12

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