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Consalia

Leading the modern sales organisation with ambidexterity

Consalia / 24 June 2014
By Dr Javier Marcos-Cuevas,Senior Lecturer in Sales Performance at Cranfield UniversityOver the last decade, we have witnessed unprecedented transformation of the sales function and the role of sales professionals. Buying behaviour, technology, globalization, competition, and extraordinary levels of external and internal pressures are forcing sales organizations to revisit sales strategies, structures and practices in a fundamental way. Amongst others, many world-class sales organisations are evolving from selling products to bundles of products and services. They are also less reliant on product knowledge and more in using advanced customer business insights to compete. Leading companies are fostering transparency and accountability rather ...
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