Foreword
Today’s global economy and business climate can be summed up in one word: change. As business leaders work to increase profits, maximize shareholder value, and grow the business amid change and economic uncertainty, they rely on their sales function to move the organization forward. This means that everyone in the sales function must be in the right jobs and equipped with the right skills to perform effectively for the organization.
What does it take to have the right sales force with the right skills? It starts with understanding what a sales professional must know and be able to do to be successful for an organization or client. In other words, knowing what competencies are necessary for sales success will help organizations recruit, ...
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