The ultimately accountable job: leading today's sales organization.

@article{Colletti2006TheUA,
  title={The ultimately accountable job: leading today's sales organization.},
  author={Jerome A Colletti and Mary S Fiss},
  journal={Harvard business review},
  year={2006},
  volume={84 7-8},
  pages={124-31, 189}
}
In recent years, sales leaders have had to devote considerable time and energy to establishing and maintaining disciplined processes. The thing is, many of them stop there--and they can't afford to, because the business environment has changed. Customers have gained power and gone global, channels have proliferated, more product companies are selling… CONTINUE READING