When Is 1 + 1 Really Greater Than 2?

Posted by Ashish Vazirani on Tue, Oct 20, 2015

The importance of focus when it comes to driving sales force effectiveness (SFE) is a topic I wrote about some time ago. In that post, I pointed to ZS’s SFE NavigatorTM —an approach and a set of tools that will help you decide which SFE drivers are most important to achieve your growth objectives. My objective in that post was to point out the importance of focusing on the one to three initiatives that will drive the greatest impact (… and then move on to the next one or several initiatives). I think we might all agree that focus is critical, but this does beg the question, “If we had a coordinated set of initiatives and a transformation program, wouldn’t the impact be greater? Would one plus one be greater than two?”


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