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July 10, 2004
The Process of Sales Process Engineering
Here’s an organized way to bring metrics to sales efforts
By Todd Youngblood
A well-executed Sales Process Engineering initiative can generate an 8-12% annual, incremental increase in sales performance per sales rep. This is above and beyond the impact of new products and services, a strong economy, etc. This article is an excerpt from a new book, The Dolphin and the Cow - How to Sell More Faster with Sales Process Engineering, that provides a roadmap for instituting sales process engineering in your company.
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