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An Idea A Day by David Thompson

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SALES

BENCHMARK YOURSELF

Patrick Forsyth

The idea

From consultants Miller Heiman …

This company specializes in the sales area. It does regular research, and one survey, conducted in conjunction with Quest Media Ltd, and published in the journal Winning Business, reviewed current practice and looked to the future. It examined the changing sales role, customer expectations and beliefs, and the whole way sales teams are organized, staffed, rewarded, and managed.

Key findings ...

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