In this article, Marty Nicholas provides us with three quick-win, pharma-specific Sales Force Effectiveness strategies that drive an immediate lift in sales performance. To many sales leaders ...

RA: What changes have you noticed in sales force effectiveness during your career? MH: There have been dramatic changes, which I could divide that into three stages. In the first stage we were ...

"True sales success depends on understanding and maximizing all the drivers of sales force effectiveness." The book identifies the top 12 drivers of sales effectiveness, from the features that define ...

This course allows you to look at what drives your sales force and [to] identify key areas for improvement.” Vice President, Sales, Océ “Kellogg was able to unlock many of the problems that attacked ...