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Actionable insights from across the Cranfield network

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Creating an Agile Supply Chain

Turbulence and volatility are the prevailing characteristics of today’s business environment. Gone are the days when...


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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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Setting Effective Sales Targets

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


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Motivating and Rewarding the Sales Force

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


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Managing and Measuring Sales Performance

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


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