Chapter 1
Best Practice Basics
In This Chapter
• Understanding what best practices are all about
• Putting best practices to use for your business
• Reaping the benefits of best practices
• Researching the best practices of others
CustomerSoft is a start-up company that sells customer relationship management (CRM) software. Thanks to a great product, this start-up has established a position in the marketplace, but the CEO, Ethan, is perpetually in search of good salespeople.
The company’s annual retention rate is less than 15 percent—a terrible figure—and only half of its established salespeople are hitting their quotas. One night, the CEO shares his problems with a good friend, Cecelia, who is CEO of another company. Cecelia’s company does not ...

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