The Adaptive Sales Force
Five Steps for Staying Aligned with Customers
by Edward Landry, Thomas Ripsam, Bart Sayer and Wendy Millan of Booz | Allen | Hamilton

Multinational companies spend billions of dollars each year compensating their salespeople and sales management, and for good reason: A sales force is among a company’s most critical assets. The role of the sales force is becoming increasingly important as markets become more competitive, products commoditize, and companies focus more on organic growth. Yet at the same time, it is increasingly difficult to maintain a high-performing sales force, especially if an industry or a company is undergoing significant change.

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Booz Allen Hamilton, a leading global consulting firm, has 19,000 employees serving clients on six continents. Integrating the full range of consulting capabilities, Booz Allen is the one firm that helps government and commercial clients solve their toughest problems with services in strategy, operations, organization and change, and information technology.
www.boozallen.com

Date article published in KamLibrary: 08/2007