Measuring Behavior to Improve Sales Performance
نویسنده
چکیده
This white paper describes how the sales environment has changed in response to short-term economic trends and long-term business trends. It then explains why sales organizations are failing to adapt to this changing environment and why the traditional remedies of sales technology and sales training frequently backfire. Finally, this paper describes how scientific measurement can provide a framework for hiring and training, thereby making sales organizations more competitive.
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تاریخ انتشار 2010