Faced with the pressures of growing in today’s globally competitive market, company executives are starting to look to their sales force to drive enterprise value, in the same way as engineering, manufacturing, finance, operations, and marketing teams. That is, executives wish to elevate the sales profession and contribution towards growing their company and winning market share above and beyond what is possible through their product, price, and brand. Yet, this potential is not realized because high performance selling is not tangible, not often analyzed in MBA programs and research, and therefore not understood by senior executives.
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