MEASURING SALES PERFORMANCE: PITFALLS AND OPPORTUNITIES

On November 8th 2012, The Sales Association in the US hosted its National Conference themed “It’s About Performance – The Science of Sales”. Sales Performance is not just a current topic but also one that affects most sales organizations, since virtually all have systems to measure and manage sales performance. It is a widespread practice, ...

THE EMERGING ROLE OF SALES PROFESSIONALS

THE EMERGING ROLE OF SALES PROFESSIONALS – part 1 Sales organizations in a number of industries are experiencing unprecedented levels of change. Markets have become more global and the degree of connectedness across different economic areas is increasing dramatically. Technologies are facilitating new ways of working and opening up new ways of co-creating customer value. ...