The Challenges of Sales Management
We have done an excellent job: we have designed our sales strategy, optimized our route to market, selected our sales KPIs, put in place an effective sales organization, and implemented the fundamental processes for sales management. Our company is doing well and our business is growing ahead of the market. Everything seems under control, and then all of a sudden, a change of circumstances with very serious implications for our business happens. Sooner or later we will have to react and adapt: changes are inevitable, they can be denied for a while, but not for too long.
Our company may decide to merge two or more divisions or to acquire a new business. Whatever the strategic fit ...
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