Align strategies with core competencies, boost sales productivity

08/26/2008 | Manage Smarter

One of the primary reasons companies fall short in meeting revenue and profit goals is because their salespeople must spend an ample portion of their working hours doing things other than selling, such as e-mail management or explaining contracts to customers. Critical steps for restoring productivity include analyzing where and how money is spent in an organization and distinguishing how best to tackle "core" sales operations versus "context" operations.

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