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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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More from the Authors
  • How Managers Can Build a Culture of Experimentation By: Frank V. Cespedes and Neil Hoyne
  • Avoid a One-Size-Fits-All Approach to Sales Coaching By: Frank V. Cespedes
  • Improving Sales Hiring By: Frank V. Cespedes
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