Improving Sales Performance: New Rules for Leaders
Ron D'Andrea and Paul Hennessey, BayGroup International
Improving sales performance has never been more important for major global corporations. After years of recession-induced cost cutting, leaders are putting increasing emphasis on implementing go-to-market strategies to boost both top- and bottom-line results, and expecting their sales organizations to execute them.
Unfortunately, experts agree that most growth strategies fail. As competition from low-cost competitors increases, and aggressive buyers become even more demanding, it has become even harder to close the gap between go-to-market strategy as articulated by senior management, and its profitable execution, when the salesperson is face-to-face with the customer.