Why the sales team should be a key focus at your company

04/15/2013 | Harvard Business Review online

Sales teams are often costly, complex and powerful, so they should be made as productive as possible, write Andris Zoltners, PK Sinha and Sally Lorimer. Sales, however, "continues to be one of the most poorly understood and under-optimized areas of business," they note. Still, companies such as GE and Novartis have used various techniques to improve sales outcomes, write Zoltners, Sinha and Lorimer.

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