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Sales Effectiveness

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BUILDING HIGH-PERFORMANCE SALES TEAMS

Articles and Research

Since 1997, SEI has endeavored to understand how companies excel and exceed customer expectations through the eyes of their sales organizations. We've conducted unique research into the issues senior executives face when competing in today's markets, and what is necessary to build a culture of high performance with their sales teams.  The articles and research papers below highlight key ideas to help you think on where you need to establish focus.

It's Time to Rally and Train the Sales Force

By Laura Raines

Sales Team Training PDF LibrarySelling in a down market — specifically this down market — is a lot more complex than it used to be.

“Consumer habits have changed. Business-to-business sales cycles are longer. The size of the deals are bigger. Customers are more demanding. The overall pie has gotten smaller, so the competition is keener. It’s much harder to land a sale than it used to be,” summed up Carlos Quintero, president and founder of Sales Effectiveness, Inc., a sales excellence consulting and performance improvement firm based in Atlanta.

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