Sales teams rarely focus on the topic of quality, which is all about creating value for the customer, writes David Brock. Salespeople spend much of their time reviewing problems and attempting to correct them, but this isn't the right way to ensure quality, he writes. "We can't inspect our way into performance improvement, we must build it into our culture, values, people, programs, systems, tools and processes," he writes.
Why quality matters for sales professionals
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