Are Your Clients' Sales Forces Dragging Down Profits?
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  Running Time: 6:08 Date: 01/08/2012 Since the GFC, there's a new focus on how sales teams operate - to ensure they're not letting profits leak away. The global financial crisis has had some salutary effects on how customers behave and how businesses have had to respond, especially in the way that sales forces operate. Adele Crane, Managing Director of consultancy Sales Focus International - now back in Australia after several years working in the US - has seen it all at first hand. She says customers have become more savvy, less trusting of their suppliers and more likely to work in groups. So relationships between customer and sales force are not as important as they once were. Sales managers and their teams now need better business skills, to help grow the company's assets, and prevent the leakage of profits through the way the sales force operates. Topics: Financial Management, Marketing & Sales |
 Adele Crane, Sales Focus International |