Understanding the Sales Force

Companies that evaluate their sales forces benefit from the insights, predictions, and findings that come from the wealth of relevant information.  In addition to the many surprises, including problems they weren’t aware of, they learn of many opportunities too.  These opportunities appear in the form of “what ifs”, where if they make certain changes or modifications to the current people, systems, processes and strategies, they can have a major impact on revenue and profit.  Most executives view these opportunities as magic because where before there were only challenges and frustrations, they come to realize that with a different perspective they can achieve their desired growth and profit. This is pretty magical stuff!