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Overview:
Developing a sales team during a thriving economy is a challenge. When one adds the dynamics of the current economic challenges, it is even more important to be strategic and focused on the mission critical aspects of the business. According to Chally's 2007 World Class Sales Research, the salesperson is now the single largest factor (39%) in a customer's purchasing decision. No other factor - product, quality, or pricing - equals the impact of a salesperson. When one couples that with data from CSO Insights, the paper has a monumental challenge: Only 53% of sales representatives make their quotas and Sales representatives only win 49% of their opportunities.
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| Format: | Size: | 1,260 KB | |
| Date: | Feb 2009 | ||
| Pages: | 8 |
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