Put More Feet on the Street

Agarwal, Anupam; Schumacher, Jeff
January 2006
CRM Magazine;Jan2006, Vol. 10 Issue 1, p48
Trade Publication
The article focuses on the efforts of business-to-business companies to address sales productivity improvements to extract more value from their existing sales operations. These improvements require minimal incremental technology investments, enable the extraction of value from foundational salesforce automation capabilities and help create direct accountabilities. Forecast management and pricing policies and operations are the best places to start rebuilding visibility.


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