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Data from the Sales Operations Excellence Center shows that participation by sales specialists/experts, particularly during the pursuing and the closing stages of the sales cycle, is critical for achieving sales success. Although many companies have deployed overlay specialist sales teams, they often find that these teams are costly and that they grow linearly with growth of the business. Sales executive are looking for solutions that will optimize the performance of the sales specialists in their organization and scale them so as to improve the ratio of sales specialists to field reps.
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