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One knows that the sales process can be improved by taking a more holistic view of the sales function and applying some of the process re-engineering techniques that have proven to be effective over the last decade. This includes assessing and aligning all aspects of the sales operation in the context of the overall sales process to derive maximum sales efficiency and effectiveness for the enterprise. Frank Lynn & Associates' sales process improvement technique, known as the Sales Force Effectiveness (SFE) Program, is built around four components that are addressed from the top down, in order of strategic importance, beginning with the sales strategy.
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