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For B2B Marketing Professionals

Understanding The Reality Of Your Sales Force

A Prerequisite To Boosting Sales Productivity

February 28, 2013

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  • By Scott Santucci
  • with Bradford J. Holmes,
  • Michael Shrum

Why Read This Report

Increasingly, B2B CEOs are pursuing business strategies that require a transformation of their sales force. Because a sales force is really a composite of many individual salespeople, assessing the current comfort zone of your individual reps — and understanding the reasons why it's so hard for sellers to change their behavior — is vital to developing a successful productivity-boosting program. To help, this report provides insights into common misunderstandings about the nature and composition of sales forces and highlights specific barriers that prevent salespeople from moving out of their comfort zones.


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Table of Contents

  • You Need Your Sales Force To Communicate Value To Your Customers
  • Challenges To Moving Salespeople Out Of Their Comfort Zone

  • The Implication For Sales, Marketing, And Enablement Professionals
  • Related Research Documents