CSO Insights

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.

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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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