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Build a solutions force: not a sales force. (Selected Topic).

Business Credit

| June 01, 2003 | Goldsmith, David A.; Goldsmith, Lorrie | COPYRIGHT 2003 National Association of Credit Management. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)Copyright

Do you dream at night of your Sales Force closing all the deals in your pipeline only to wake up and realize that you still don't have the Ferrari in your driveway and that very few of the leads you get ever turn into cash? Your company's approach to sales might be killing opportunity. Just recently, the CEO of a Minnesota-based firm explained how his newly developed Sales Force was not selling a thing while chewing away at over a half a million a year in payroll. Within a year, the CEO had hired both a president and a national sales manager to take over the expansion of a firm that was growing at a rapid pace. Customers like Target and Wal-Mart were just a few of the ...

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Source: HighBeam Research, Build a solutions force: not a sales force. (Selected Topic).