Selling for Profit: Redesigning the sales effort to jumpstart growth
One of the most accessible and potent levers for growth is optimizing the sales effort by targeting the right customers with the right offers and giving the sales force the time and tools that will raise productivity. The key is to solve customers’ most pressing needs rather than simply trying to sell more products.
Five principles can guide managers in optimizing their sales efforts:
* Make … [ Read more ]
Content: Article | Authors: Mike Weissel, Stephen Finch, Steve Grossman | Source: Mercer Management Journal | Subject: Marketing / Sales