Productive sales forces make sales process improvement a core competency. Most do so without comprehensively reengineering their sales process. Instead, they find incremental improvement opportunities, test new approaches, and frequently assess results. Over time, these changes accrue as substantial benefits, and include increased selling time, higher quality sales outcomes, and faster execution.
In this webcast we examined a series of these ideas, presented by a practitioner panel. Topics discussed include how to identify improvement opportunities, approaches for testing and evaluating new tools, and other practices focused on improving sales process.