Summary
A sales force assessment identifies areas that need improvement. The sales force productivity drivers are the place to look for the appropriate changes, which are not always unique or obvious. The sales force driver hierarchy suggests that there is a dependency relationship among the sales force productivity decisions—that is, certain decisions need to precede others. However, one thing is clear: If the productivity driver decisions are made successfully, the sales force will be successful. The remaining chapters of this book present practice-based sales force insights that are useful for making wiser productivity driver decisions. Each of these areas is covered in a separate chapter in this book.
Sales force strategy cannot be static. ...
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