Transforming the Sales Force: How Organizations Are Restructuring, Refocusing, and Reinvesting in the Sales Function

Keynote Presentation 2012 Sales Force Productivity Conference

All sales organizations focus on incremental improvement; yet for even the most successful, incremental improvement is not always enough. Large-scale, transformational change initiatives that fundamentally realign sales capabilities may be warranted in response to shifts in buyer preferences, competitive pre(...)

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