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March 10, 2005
Missing Sales Management
A sales effectiveness program requires good execution
By Mike Marks & Mike Emerson
This case study shows the interdependence between sales effectiveness and effective sales management. It is not just about sales incentives. It’s not just about the sales effectiveness program. It’s not just about sales management. It’s actually a combination of all three, with the support of executive management. The incentive plan should link desired behavior to company strategy, which is supported by targeting and goal setting.
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