View stunning SlideShares in full-screen with the new iOS app!Introducing SlideShare for AndroidExplore all your favorite topics in the SlideShare appGet the SlideShare app to Save for Later — even offline
View stunning SlideShares in full-screen with the new Android app!View stunning SlideShares in full-screen with the new iOS app!
How to Find Out What’s Really Going onin Your Sales OrganizationFebruary 15, 2013Notice: This presentation is copyrighted. Quotation in whole or in part must beaccompanied by attribution to:“ES Research Group, Inc. - www.ESResearch.com”Dave Stein, CEO, ES Research Group@davesteiESResearch.com/blog
• The backbone of sales effectiveness is PROCESS.– Sales– Qualification– Opportunity Management– Account Management– Recruitment and selection– Lead generation– Training and reinforcement– Management and coaching– Sales Performance Measurement• Anything else is seat-of-the-pants guesswork.Getting to the Truth