From the Harvard Business Review
With many companies trying to shake off the drag of a global recession, CEOs are eager to find growth. One place they need to look is in their own sales organizations.
In writing the book Sales Growth, we’ve found that CEOs who put sales management at the heart of their agenda have captured astonishing growth — outstripping their peers by 50 to 80 percent in terms of revenue and profitability. However, while CEOs play an active role in driving performance improvement across many parts of the organization — think of the “lean” movement — sales has traditionally been neglected. That’s a big mistake.
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