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sponsored by SAP America Inc
Posted:  27 Apr 2009
Published:  27 Apr 2009
Format:  PDF
Length:  8   Page(s)
Type:  White Paper
Language:  English


ABSTRACT:
Leadership teams in today's strongest sales groups have discovered best practices to achieve exponential results. This SAP Executive Insight looks at leading-edge companies and examines how they excel in areas where most sales organizations struggle.

To move your sales team to the next level, you need answers to the following:

  • How do you determine which customers provide the greatest opportunity for a successful sale?
  • Can you develop and present a comprehensive view of your value position to a prospect?
  • How do you drive sales activity to ensure optimal coverage?
  • What is the role of IT and talent management in driving a best-run sales organization?


Author

Thomas Young
Director ,  CRM Customer Value Network
Thomas Young is director of the CRM Customer Value Network, where his primary role is to facilitate CRM best-practice learning and sharing among SAP customers. He has 15 years' experience in the chemical and plastics industry and has successfully held roles in sales, supply chain, global sales operations, and manufacturing. Prior to his role with SAP he led multiple implementations, enhancements, and projects to improve sales and sales operations at Lyondell Chemical Company. Thomas holds an MBA from Tulane University.



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