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Fundamentals of Sales Management: For the Newly Appointed Sales Manager by Matthew Schwartz

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Assessing the Business

The planning process described above still needs a starting point. You can’t just start off planning without having a baseline. This is where assessing the business, again bridging corporate and departmental areas, comes into play. In other words, what is the business environment today in which your company and your team are operating?

While you are not involved in all aspects of the corporate assessment, certain key information undoubtedly will affect your department, and the knowledge of this will be helpful in developing your own strategies.

For example:

  • If it is a public company, how is it faring in the markets?

  • Are you meeting the numbers projected for the shareholders and other stakeholders?

  • Is your company in a hiring ...

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