Plan ahead for sales success when things get tough

09/7/2011 |

Just as carrying an umbrella to an event can keep you dry, making contingency plans now can help you manage potential sales hazards, writes Ken Thoreson. Survey department managers to ensure they have plans for all sorts of situations, including the loss of a team member, how to generate enthusiasm for a product or service or what to do if the computers fail. Focusing on "efficient effectiveness" can spell success for your sales team, writes Thoreson.

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