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We've published a new Research Brief from the smart folks at Sales Economics in SMA's Resource Library. The paper poses the question, "Why do companies invest more in engineering how they buy stuff (i.e. their supply chains) than in engineering how they sell stuff?" The article then outlines a planning approach for developing an operations plan for the sales force. It's a thoughtful piece of work from Alejandro Erasso and Matthias Linnenkamp.
Not a Sales Management Association member yet? Download a copy here after a brief registration form.
Members skip the reg page and download here: Supply Chain Has an Operations Strategy - Does Your Sales Organization?
