Index

Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking or tapping a link to get to the indexed material.

Account Management

activities, 119–21

as building block of control, 104

defined, 119, 143

issues, 123–26

metrics, 121–22, 144

prevalence of, 105

tools, 122–23

when to use, 165–67, 170

Account managers, managing, 216–20

Account Plans Completed, Percentage of, 23, 25, 32, 121

Accounts Assigned per Rep, Number of, 25, 129

Accuracy of effort, measuring, 74

Activities, Sales. See also Sales processes

defined, 24–26, 33, 34, 145

manageability of, 29

missing metrics and, 97–99

organizational results and, 241–43

prevalence ...

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