Three Measurement Practices That Support Profitable Top-Line Growth

In companies that make the transition from a focus on cost reduction to a focus on investing in top-line growth, management must rethink the approach to measurement. Measurement is largely influenced by the role that top executives expect customer contact employees—sales-people, customer service reps, market managers, dealer sales managers, and others—to play in business growth. Thus, it is important that you understand your expectations of customer contact personnel at the time that you introduce new sales roles into your organization. Our research shows that when a company introduces new sales roles, the top three reasons for doing so are to (1) improve sales productivity, ...

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