Salesforce effectiveness ‐ an opportunity for growth

Abstract

Many companies have been through the wringer in recent years. They have streamlined, delayered and reengineered; they have installed internal mechanisms to promote innovation and meet customer expectations; they have implemented new marketing strategies and they have managed to jazz‐up the organization, generating acceptance and even enthusiasm. These firms may well be asking about other ways to achieve growth without major investment and further upheaval. Offers another possible growth opportunity: to improve the effectiveness of the salesforce.

Citation

(1997), "Salesforce effectiveness ‐ an opportunity for growth", Management Development Review, Vol. 10 No. 5, pp. 171-172. https://doi.org/10.1108/EUM0000000004393