These articles will shake traditional sales organisations . The need to reform sales force architecture has never been so intense
Clarify the sales task and answer your sales force's No. 1 question: What do you want me to do?
Develop a winning sales force architecture aligned with customer and profit opportunities.
Measure your salespeople against the clear goals specified in the sales task.
Hire selectively, train generously and cull deliberately.
With the marketplace changing so rapidly and product lives shortening, sales has become a strategic issue. But how do you make certain it is managed properly and that a company's best customers are satisfied? You do it by making sales a boardroom issue
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