Building a Customer-Focused Growth Engine: Establishing Sales Force Effectiveness Priorities

Michael Moorman, Torsten Bernewitz, Marshall Solem, Ty Curry

In a dedicated special edition of Selling Power magazine, ZS leaders discuss SFE Navigator™, an online tool for evaluating sales force effectiveness (SFE) that combines a comprehensive framework with leading-practice benchmarks, objective rating scales, and explicit assessments of driver interdependencies.

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