Monthly Archives: November 2020

Now Is the Time to Shake Up Your Sales Processes

By Andris A. Zoltners, PK Sinha, Sally E. Lorimer, Chris Morgan. Published in Harvard Business review on October 23, 2020. 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

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