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  • Top Sales Magazine

Four Ways to Build a Productive Sales Culture

By: Frank V. Cespedes and Steven Maughan
  • Format:Electronic
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Abstract

This article distinguishes sales efficiency (SE) initiatives (e.g., CRM, training, and KPI dashboards) from sales optimization (SO) decisions (e.g., aligning sales tasks with business strategy, customer selection, and deployment of sales resources across opportunities). It then focuses on four areas that make or break effective SO decisions: a company's planning process, the ability to track cost-to-serve in customer acquisition efforts, drivers of sales productivity, and performance reviews.

Keywords

Strategy; Sales

Citation

Cespedes, Frank V., and Steven Maughan. "Four Ways to Build a Productive Sales Culture." Top Sales Magazine (July 14, 2015), 15–17.

About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

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    Belden and Digital Transformation: From Product Sales to Solutions Sales

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    Using Simulations to Upskill Employees

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    • October 2022 (Revised December 2022)
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More from the Authors
  • Belden and Digital Transformation: From Product Sales to Solutions Sales By: Frank V. Cespedes and Amy Klopfenstein
  • Using Simulations to Upskill Employees By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
  • Aphro Beverages By: Frank V. Cespedes and Amram Migdal
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