Everyone knows the famous Culture Club song Karma Chameleon. But here we are going to introduce the KAMA Chameleon, or in our...
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Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large...
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As part of his executive development Rob attended Cranfield’s Sales Directors’ Programme, so we spent five minutes with him to...
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Ask organisations to list the essential ingredients of a Key Account implementation and Key Account Plans will always feature on...
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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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Sales targets are extensively used by sales organisations to help achieve a ‘desired’, ‘promised’, ‘minimum’, or ‘aspirational’...
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Motivating your sales force is a critical component of sales force management, given its profound effect on people’s behaviour...
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Sales organisation’s face many dilemmas when managing and measuring sales performance. Sales people may be doing the right thing...
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