by Frank Cespedes | Dec 14, 2015 | Uncategorized
By Frank Cespedes and Daniel Weinfurter Many firms talk about talent management, but few deal systematically with a basic fact: average annual turnover in sales is 25 to 30%. This means that the equivalent of the entire sales organization must be hired and trained...
by Frank Cespedes | Dec 14, 2015 | Uncategorized
By Frank Cespedes & Tiffani Bova Selling has always been more about the buyer than the seller. So any effective sales model must adapt to changing buying protocols, not ignore or resist them. This is a big transition for firms whose marketing, sales-training and...
