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Cracking the Sales Management Code by Michelle Vazzana, Jason Jordan

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CHAPTER 4Sales Objectives—the Sales Force’s Mandates

SMILE … FOR A WHILE

Business Results, Sales Objectives, Sales Activities, causal links, reverse-engineering—does sales management have to be so complex? No, not always. But as an organization grows and the demands on its sales force expand, sales management necessarily becomes a more sophisticated endeavor. Otherwise, the sales force can’t execute the company’s go-to-market strategy with precision. Let us explore an example of how such complexity evolves from the simplest beginnings.

Imagine for a moment that you are a young entrepreneur named Griffin. You have just invented a wonderful new device that you believe will revolutionize workplace environments around the world. Your new contraption ...

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