Is Complexity Killing Your Sales Model?

Most current sales models are not keeping pace with the shifts in demand, as many companies struggle with factors that contribute to higher costs. Achieving growth targets profitably requires a repeatable, high-return model for selling solutions. And that means knowing where and how to invest in sales resources. In our experience, four mutually reinforcing actions can help senior executives keep on track with greater … [ Read more ]

How to build a sales force that delivers

Today’s smart companies are turning selling into science. But they’re not depending on the native talents and gut instincts of their best and brightest to do so. Nor are they hiring extra salespeople. By adding scientific systems to the sales process, top-performing organizations are responding more effectively to new market environments.