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To Improve Sales Force Effectiveness, a Business Case and Implementation Plan Are Critical
Some high-level athletes don’t work out. Often they rely on natural ability but don’t focus on the fundamentals or learning the playbook. The same mindset applies to many technology firms, which are often growing at hyper-speed and don’t think they need to take active steps to improve their sales force effectiveness (SFE). Or these organizations think the lessons learned by other tech companies don’t apply to them.
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