Don’t Turn Your Sales Team Loose Without a Strategy
Harvard Business Review
DECEMBER 15, 2015
This is ineffective deal management, and it eventually leads to loss of positioning with customers, and, over time, the nurturing of “commodity competencies.” At that point, Alphatech’s management reassessed its strategy and sales approach. Management first evaluated who were, and who were not, good customers.
8 
Let's personalize your content