Building More Business — Sherburne

Sales force automation does not need to be costly. But it is a critical element in building a successful business in today’s complex world.

What’s on the Agenda

In my book, “Understanding Customers: The Complete Guide to Building a Customer Service Strategy” (NAPL 2003), I suggested a comprehensive agenda for territory account reviews that will facilitate structured sales efforts and ensure that your sales team follows through on each and every qualified lead. This includes the acquisition of new customers, as well as further development of existing customers.