Improving Your Sales Force: Fine-tune or Transform?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Tue, Nov 13, 2012

In the continuous hunt for profitable growth, silver bullets won't fix your sales force. The solutions to most sales force challenges are multi-dimensional. Especially when things are not going well (and sometimes even when they are), sales leaders need to know when evolutionary sales force improvements are enough to drive profitable growth, and when it's necessary to implement a wholesale sales force transformation.


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