Why Most "Do More with Less" Sales Initiatives Fail

“Do more with less" – It has become the mantra throughout organizations worldwide, across industries and functions, as the recession has deepened.

Yet nowhere are the results of these mandates more disappointing than in the sales force. It is not for lack of trying; rather, sales forces face an unusual array of obstacles and “unintended consequences” that often derail the best of intentions.

This whitepaper explains that to successfully “do more with less”, companies will need to apply new analytic tools and data-driven approaches that provide sales management and salespeople with insight into market opportunity.

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