For most management teams, a steady improvement in sales productivity is a necessity and a culture of “no surprises” from sales is fundamental.
Many boards assume that implementing a CRM will deliver the goods but (depending on your source) between 50% and 90% of CRM projects fail. We hear Sales management say that “things are just fine” but they spend far too much time changing their forecasts and juggling deals to make them fit the business plan.
What are the basics for getting this right?
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Wednesday, March 4. 2009
Improving the sales process
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