The power of a 'customer report card'
Listen to a Preview
Update Required
To play the media you will need to either update your browser to a recent version or update your Flash plugin.
  Running Time: 8:39 Date: 01/12/2023 The majority of organisations are too myopic in their sales strategies by pushing monthly or quarterly goals. Sales teams need to understand and embrace the company's long-term strategy for effective sales. That's according to Roy Osing, former president of Canadian telco TELUS, who introduced a 'customer report card' to refocus the sales teams' efforts on nurturing the customer rather than foisting pushy sales techniques. Sales people are guided by incentives, he says, so if you shift the incentive to the customer relationship and not the product, your business and your people will thrive. Topics: Marketing & Sales |
 Roy Osing |