OVERVIEW Call centres have been instrumental in bringing business efficiences to organizations over the last 15 years. They have brought jobs and economic activity to a number of locations inside the UK as organisations have sought to set up specialised Call Centres in areas with the green field sites and...Read more
  Tracking the right performance metrics is critical to any sales organization’s success. But getting the right performance results into the right manager’s hands represents a daunting challenge in a complex selling environment. A tool of pivotal importance in this process is the performance dashboard: an efficiently displayed summary of...Read more
Many managers ignore their firm's job descriptions, or discount their value to that of HR-driven contrivances. For sales management, we think this approach is a mistake. Properly utilized, job descriptions provide enormous practical value to sales leadership. The Sales Management Association considers job descriptions essential management tools, and recommends that...Read more

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