For companies focused on growth, one of the biggest opportunities is making sales more productive. But running a company's sales engine at peak performance takes more than a tune-up. And no selling organization can afford the luxury of taking the engine apart for an extended overhaul.
The leaders handle this dilemma by focusing first on their critical customer segments and introducing radical improvements to their sales and channel management processes where it matters most. It takes the right value propositions, resources and support systems, aligned consistently with the organization's strategic goals, for reaching key customer segments. It also requires incentives with metrics to guide the salesforce to "behave like owners" and deliver growth