Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like
Sales and Marketing Management
JANUARY 2, 2019
hunter vs. farmer, outside vs. inside, generalist vs. specialist, etc.) Specifically, world-class sales managers work with reps to: Prioritize every account in the territory, clearly defining those that are the highest priority. Which accounts (e.g., new vs. existing, small vs. large, significant vs. limited existing business, etc.)
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