HBR: Leading sales organizations track and report only the customer verifiers, not the reps’ actions. This change explicitly encourages reps to focus on achieving certain outcomes in the best way instead of simply executing activities in the prescribed way. As a result, reps are free to think more creatively about how to elicit certain reactions from individual customers. Det er netop det grundlæggende princip i Milestone Selling. Læs mere i Harvard Business Review her hbr.org/2013/11/dismantling-the-sales-machine/ar/pr
Posted on: Mon, 11 Nov 2013 21:02:41 +0000
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