How to get your sales organization back on track

01/18/2012 | Selling Power (free registration)

The first step to overhauling a faltering sales organization is to determine how it's currently functioning, writes Gerhard Gschwandtner. Afterward, "[a]rticulate the new vision, create a realistic sales-transformation road map, and define what success looks like." To drive the change, create a positive culture for sales and make sure the sales organization is working with the rest of the company, he writes.

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