• Sales and Sales Management Is Broken

    2 monthes ago - By Business 2 Community

    I have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven't had the opportunity to read it, make sure you take the time to download and study it. It's filled with fascinating analysis, each chart presents huge opportunities for performance improvement.
    The chart I keep coming back to is their 2018 SRP Matrix, reproduced below:
    Usually, as we look at charts like this, we focus on comparing Level 1, Level 2, Level 3 performances, perhaps being somewhat self-congratulatory it we are at a Level 3. There are profound differences between poor performers and...
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