Relentless pressure to simultaneously improve efficiency and boost revenue growth has led many B2B executives to focus on new ways to extract value from their existing sales operations. The way to do this is to concentrate on productivity improvements grounded in process, policy, or guideline changes. These improvements have quick turnarounds and require minimal incremental technology investments. They enable the extraction of value from foundational SFA capabilities, and help create direct accountabilities, with initiative owners ensuring the investment required is more than justified by the value created.

A good place to start is with transparency. Overlapping business groups, regions, and countries frequently make getting clear visibility into sales performance extremely difficult. Two areas, forecast management and pricing policies and operations, are the best places to begin rebuilding visibility into sales force performance. Click here to learn more!

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