What separates great from good sales organizations? After working with over two-hundred different companies, the evidence suggests that the best business-to-business sales organizations share specific patterns of organizational structure and behavior. These similarities can be defined into the seven different attributes listed below. Conversely, underperforming or weaker sales organizations tend to be missing some or all of these critical characteristics.
Is Your Sales Organization Good or Great?
These 7 attributes are the biggest predictors of sales performance.
February 25, 2013
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New!
HBR Learning
Marketing Essentials Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Marketing Essentials. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Learn how to communicate with your customers—strategically.