Five Steps for Initiating Productive New Sales Roles

The situation John Stevens faces is not unusual. Successful sales executives are always being challenged to do more. Often this means finding new ways to do business more productively with current resources. What worked for John in the past may not work for him in the future, assuming that the growth opportunity that SAFE's marketing people estimate and O'Brien assigns to him is realistic. Faced with this situation, what should John do? We suggest a five-step process that will help him determine how he can organize his resources differently to achieve growth.

Step 1. Formalize the Sales Strategy and Quantify the Sales Opportunities That Exist

The breadth and depth of SAFE's product line and ...

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