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Now Is the Time to Shake Up Your Sales Processes

Now Is the Time to Shake Up Your Sales Processes

verified_publisherHarvard Business Review - Andris A. Zoltners and PK Sinha and Sally E. Lorimer and Chris Morgan

Major sales force changes such as restructuring or downsizing are disruptive to how sales teams work and to the systems that support them. A poorly-orchestrated change can damage customer relationships, hurt the top line, and threaten salespeople’s sense of control and self-esteem. Not …

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