Article Excerpt

The economic downturn is hurting profitability in almost every industry. Companies are downsizing their sales forces and slashing their sales budgets. However, progressive sales leaders know that boosting sales force effectiveness is one of the most powerful growth engines in a downturn, and that a more effective sales force not only increases market share, but can position companies for future sales and higher profits. ...

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About the Authors

Arun Shastri is Managing Principal for the ZS Boston office.

 Ron Siahpoosh is an Associate Principal with ZS Associates.