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    A ten-step framework for setting effective sales targets
    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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    Tags: Cranfield School of Management, featured learning, featured leadership,

    Setting Effective Sales Targets
    By Dr Javier Marcos & Dr Monica Franco-Santos On November 29, 2018

    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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    Tags: Cranfield School of Management, featured learning, featured leadership,

    Motivating and Rewarding the Sales Force
    By Dr Javier Marcos & Dr Monica Franco-Santos On November 21, 2018

    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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    Tags: Cranfield School of Management, featured learning, featured leadership,

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