Applying Sales Process Engineering, Measures and General Management, The Machine (book)

The Machine > Part 2 > Chapter 11: Managing the sales function

When executives are first introduced to Sales Process Engineering, they naturally assume that this new approach to sales will be tough on salespeople. But, interestingly, it tends not to be.  Salespeople adapt quickly. They enjoy working in an environment that’s custom-engineered to multiply their productivity. The individual who really suffers as a result of this […]