Sales in need of support

The surprising conclusion of a recent study on sales force effectiveness reveals that although people performing a sales function are quite satisfied, they wouldn’t recommend their company to others looking for a sales job. The study, conducted by Professor Deva Rangarajan, head of the Sales Management Forum at Vlerick Leuven Gent Management School, highlights the challenge companies are currently facing in maintaining a quality sales force and suggests ways in which sales managers can drive sales force effectiveness. The main conclusion is that sales people want more support in selling the company’s product or service through clear sales and marketing strategies and effective sales force design.

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