On-Demand Webinar
Research Update: Sales Process Adoption & Usage

Sales process is widely acknowledged as an important feature of a productive sales system, sales process discipline varies widely across firms. This research examines how large business-to-business sales forces are using defined sales processes, their impact on firm performance, and factors contributing to sales process adoption and effectiveness. 

You'll learn:

  • The impact of sales process on sales and profit performance
  • Adoption and use of various sales process by sales organizations
  • Best practices in sales process implementation
  • Rates of compliance with company policy towards sales process adherence
  • Key obstacles that prevent sales process implementation and adoption 

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