Driving Sales Force Effectiveness
Vendors and their customers have specific goals for their businesses and expectations for each other. Unfortunately, they don't always align. In this paper, Michael T. Spellecy of Maritz shares insights and strategies designed to better integrate these goals and expectations by creating lasting partnerships that drive sales.
Utilizing real world examples, Spellecy constructs a framework that begins by validating the brand with customers and employees and concludes by examining several best practices for hiring, training, coaching and motivating vendor sales representative.
Author:
Michael T. Spellecy
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