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SELL THE DIFFERENCE: Establishing your Unique Solution Value

McKinsey, HBR: How much support do your sales people need?

Posted by Bob Apollo on Tue 31-May-2016

There is some fascinating research just published in the Harvard Business Review by a group of McKinsey consultants. They sought an evidence-based approach to optimising the balance between front line sales people and sales support roles - and their conclusions may surprise you.

It’s an important question because having the appropriate level and type of back office support is critical to maximising the productivity and effectiveness of your quota-carrying sales people. But - unfortunately - it’s a balancing act that many organisations seem to struggle to get right…

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