World's best sales organizations focus on 5 key areas

02/19/2009 | Selling Power (free registration)

The world's best sales organizations succeed not by looking back, but looking forward, according to a recent study. Five key areas that stand out as driving success include a focus on buyer enablement instead of sales-process improvement; fewer leads from sales reps and more from marketing efforts; higher pipeline ratios; use of CRM/SFA processes; and more time than average in training sales reps.

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