‘Your salesforce is the face to the customer.’
InfoTrends has undertaken a new study on the “Best Practices of High-Performance Print Sales Organizations,” aiming to discern how the print industry’s sales practices may need to rise to the level of today’s consumer values and behavior.
“Your salesforce is the face to the customer,” says Barb Pellow, InfoTrends group director, in a release. “It is a key differentiator for your business. The most successful salespeople have the ability to teach the customers something new or challenge their thinking.”
The company says they plan to research key elements of current sales management, hiring, and professional development practices; define existing compensation; and determine key strategic decisions that are driving the success of sales organizations today.
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