What Sales Leaders Need in Order to Excel Over Time

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Jan 21, 2019

Many countries have term limits for their leaders. The premise is that term-limited politicians will spend less time campaigning, amassing political power, and catering to special interests. Instead, they will focus on making policy, working for their constituents, and bringing fresh energy and ideas to government.


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How to Downsize Your Sales Force

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Fri, Apr 13, 2018

Many industries have had to downsize sales forces. There are several reasons for recent sales force job cuts: Shifting market dynamics are one cause, including changing customer needs, customer consolidation, new buying channels, and slowing market growth. Merck recently publicized that it planned to lay off about 1,800 U.S. sales reps following an industry-wide downsizing trend. The trend is attributed to the growth of digital communication channels and reduced access to physicians, who increasingly prefer to get product information online.


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