Three Proven Tactics to Get Salespeople’s Cooperation in Launching New Initiatives
by Michael J. Webb (pdf of this article) One of the most common questions from executives trying to improve sales and marketing results is this: “How can we get our salespeople’s cooperation in our new (blank) initiative?” Whether you are trying to implement process improvement, CRM, a product launch, or a lead generation campaign, getting […]
What It Means to Measure a Sales Process
A reluctant Sales VP agrees to a powerful process based on his own "non-analytical" logic. Sales resistance to a process approach is often fiction.
