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The Future of Sales Effectiveness

This Wednesday (July 9) I’ll be presenting a webinar about how sales (in general) is not presently getting the job done and what needs to be done about it going into the future.   I’ll share relevant research and strong recommendations based upon what we’ve learned through ESR’s research and direct work with our clients. (The webinar is hosted by The TAS Group.)

This is a topic I’ve spoken about before.  I presented a similar webinar a few months ago for ISBM.  Last September I delivered a keynote on the subject in Dublin for a group of CEOs. 

This is serious business. I’ve said it many times before: Sales lags all other departments within corporations with respect to process, measurement and productivity.

Here are the five areas that we believe need immediate and long-term focus:

  1. More discipline and process
  2. New approaches to training
  3. Sales and marketing alignment
  4. Technology-enabled selling and Sales 2.0
  5. Sales performance measurement

I’ll delve into each of these on Wednesday.


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