1st Edition
High-Impact Sales Force Automation A Strategic Perspective
1 A STRATEGIC PERSPECTIVE 2 THE CHANGING COMPETITIVE LANDSCAPE 3 ORGANIZATIONAL MODELS AND ASSUMPTIONS 5 INTEGRATING THE MODELS: DELIVERING VALUE.6 A CONCEPTUAL TECHNOLOGY MODEL 7 PUTTING THE PIECES TOGETHER 8 THE OPPORTUNITY 9 SALES MANAGEMENT: THE FORGOTTEN ELEMENT.10 SALES QUALITY 11 A METHODOLOGY 12 COSTS AND JUSTIFICATION 13 GETTING STARTED 14 THE ROLE OF SENIOR MANAGEMENT 15 LOOKING AHEAD
Biography
Glen S. Petersen is the President and founder of Strategic Sales Performance, Inc., a sales force automation consulting firm that focuses on conducting needs assessments for Fortune 1000 companies. Prior to his involvement with sales force automation, Mr. Petersen did strategic planning for companies in diverse industries such as electronics, pharmaceuticals, and the food industry.
