Maximizing sales effectiveness

Weber, Rick
January 2008
Trailer / Body Builders;Jan2008, Vol. 49 Issue 3, p107
Trade Publication
The article provides insights on how to maximize sales effectiveness. Dave Mills, president of Twenty First-Century Marketing, says that the word ONCLOSEGROSS was coined to help managers and their salespeople understand the three key performance indicators (KPI) in the sales department. He explains the management and motivational principles for quantifying and improving sales performance. He notes that small increases in margins make big improvements in gross profits.


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