Only 12% of large sales forces sustain sales growth in 10 or more consecutive years. How do these firms grow despite economic downturns, shifting markets, and uncertain demand? In this webinar, Axiom Consulting Partners' Tom Knight reviews results from research of a number of North America’s larger sales organizations, while discussing implications and best practice insights for sales management.
Topics covered:
- What are the critical differences n the way ordinary and top performing firms manage their sales efforts
- What can sales managers interested in improving their sales efforts learn from leading sales organizations
- What’s most important for sales management to focus on: sales strategy, sales force productivity, or performance management
- How should sales leaders balance their interest in achieving quick increases in productivity and performance versus the need to develop sustainable, long-term growth capacity in their sales forces
