CSO Insights Blog Posts
CSO Blog Posts for April 2011
What Defines Inside Sales Today?
Thursday, April 28, 2011
The most significant trend is inside sales' continuing advancement into areas once reserved for field sales. Specifically, inside sales is increasingly pursuing and closing opportunities; a lower percentage of firms report lead gen/qualification for the field as a primary responsibility of the inside team.
Who's Coaching the Coach?
Thursday, April 21, 2011
The role of sales managers is to be coaches to their sales teams; they are there to help their sales people achieve extraordinary things. But we see large variances between firms in their investment in and support of their sales managers. It causes us to ask: Who's coaching the Coach?
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