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Recent economic conditions have caused companies to focus on what they can do to tackle the challenges posed by the downturn as well as how to capitalize on the significant opportunities hidden between the headlines. For sales teams, inaction is probably the riskiest response to market uncertainty, and companies need aggressive and comprehensive approaches that can positively impact sales outcomes right now and into the future. 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.
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