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Are You Running a “Level 4” Sales Operation?

Are You Running a “Level 4” Sales Operation?

Research Identifies 4 Performance Levels Understanding What Your Sales Manager Is Up Against is a compelling research report by Barry Trailer and Jim Dickie, published by the Harvard Business Review. In this report, the authors provide critical insight into the...
Using Gap Analysis to Optimize Partner Performance

Using Gap Analysis to Optimize Partner Performance

The Challenge Managing partners whose sales people you don’t control while making aggressive revenue targets may seem like an oxymoron. But lets take a look at Gap Analysis, one of a set of important tactics at the channel manager’s disposal. Develop a...