Why sales leaders need to shift their focus

11/21/2013 | Harvard Business Review online

Sales leaders tend to spend much of their time worrying about numbers that they have little ability to influence, writes Scott Edinger of Edinger Consulting Group. You may be able to get better results at your organization by focusing on activities such as call management, account management or territory management. In this article, Edinger explains how to determine where to concentrate your efforts.

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