Cranfield Executive Development Blog | Dr Javier Marcos & Dr Monica Franco-Santos

By Dr Javier Marcos & Dr Monica Franco-Santos On December 6, 2018

A ten-step framework for setting effective sales targets

Most organisations already have some of the elements of this framework, but it is rare to find a sales target system that...

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By Dr Javier Marcos & Dr Monica Franco-Santos On November 29, 2018

Sales targets are extensively used by sales organisations to help achieve a ‘desired’, ‘promised’, ‘minimum’, or ‘aspirational’...

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By Dr Javier Marcos & Dr Monica Franco-Santos On November 21, 2018

Motivating your sales force is a critical component of sales force management, given its profound effect on people’s behaviour...

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By Dr Javier Marcos & Dr Monica Franco-Santos On November 12, 2018

Sales organisation’s face many dilemmas when managing and measuring sales performance. Sales people may be doing the right thing...

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