mind your business: Gaining Market Share in a Difficult Economy:
The problem with relationships
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The starting point is for sales management to create specific expectations, measurements, and rewards and consequences for the salespeople. It's no longer effective to announce, "We need more new customers, guys," and think that will get results. Changed behavior requires specific expectations, something like "one new customer per month, for the next 12 months."
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- Dave Kahle
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