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  • Creating a Sales Culture

    • April 28, 2005
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    So what are the challenges a company will face when management decides to create a more proactive sales culture?

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  • Is He or Isn’t He?

    • April 27, 2005
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    A company that wanted to evaluate their sales organization was having a not so uncommon identity crisis: their sales managers don’t have any salespeople reporting to them. What’s wrong with that you ask? Five things:

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