GLOBAL companies seemingly working harder and spending more than ever to improve their sales performances are apparently not working smarter and are failing to “close the deal”, the results of a study on the effectiveness of sales organisations revealed.
A new global survey by consulting firm Accenture has found that over half or 56% of the 178 respondents viewed the performance of their sales forces as lacklustre at best, with some saying that the results obtained were “catastrophic”.
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