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ABSTRACT:
Sales 2.0 recognizes the buying process, synchronizes the selling process with it and leverages amazing new, often web-based technologies to accomplish these tasks. However, many companies are struggling with how to manage in this brave new world of sales.
Read this white paper to learn about a model of good management practice and clear direction of new tools available to manage more effectively in today's Sales 2.0 world. Accurate, timely, consistent and relevant metrics are the foundation upon which effective sales management coaching is built. Learn more about:
- Sales infrastructure support.
- Metrics that help define quality of leads, sales processes, customers, and sales execution.
- A performance management grid that provides a basis for organizing your sales team to help you manage and improve their results.
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AUTHORS:
Jim Dickie
Partner, CSO Insights
Barry Trailer
Partner, CSO Insights
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