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Is Your Sales Organization Good or Great? – Harvard Business Review

Building Winning Sales Teams

What separates great from good sales organizations? After working with over two-hundred different companies, the evidence suggests that the best business-to-business sales organizations share specific patterns of organizational structure and behavior. These similarities can be defined into the seven different attributes listed below. Conversely, underperforming or weaker sales organizations tend to be missing some or all of these critical characteristics.

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Source: Harvard Business Review

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