Best Practices in Sales Human Capital Management

Two-thirds (or more) of sales organization's total spend goes to compensate sales personnel, but how much do sales organizations really focus on the human resources they invest in? In fact, many sales organizations have a fragmented approach to people related processes, unlinked to a comprehensive program, leading to poor performance in their day-to-day activities and low returns on their investment.


On the other hand, firms that provide integrated approach(...)

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