Freeing up the Sales Force for Selling
Most sales reps spend less than half of their time actually selling. Here’s how companies can reshape sales operations to allow them to focus on their real job.
Content: Article | Authors: Jennifer Wickland, Olivia Nottebohm, Tom Stephenson | Source: McKinsey Quarterly | Subject: Marketing / Sales
Mastering Sales Force Integration in a Merger
Companies can seize the opportunity in mergers by involving employees and customers in the integration process, retaining critical staff, generating momentum by quickly winning key accounts, and serving the right customers in the right way.
Content: Article | Authors: Ajay Gupta, Andy West, Tom Stephenson | Source: McKinsey Quarterly | Subjects: Marketing / Sales, Mergers & Acquisitions