I was having lunch with a business colleague today who works at a relatively small company and she was telling me her concern that her sales team was closing less than 50% of their targets. She was behind on her actual versus projected YTD sales and was frustrated...
An observation I have made in analyzing companies that fail to achieve their sales objectives is that they fail to put into place an effective process to track progress against achieving sales objectives. A lot of planning and execution effort is put into sales and...
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