5. Maximizing Sales Force Potential
Introduction
Businesses try to quantify, dissect, systemize, and otherwise control every
aspect of business in an effort to improve performance.
It is assumed that once discovering the magic bullets, you will only have to
push a button and out comes the desired answer or human response.
For the most part, direct these efforts towards internal operations. Even if
operations are under constant scrutiny, there seems to be no end to the tinkering
and fine tuning efforts to improve efficiency.
In the process, often owners and managers lose sight that:
They often use:
Time and motion studies
Complex charts and graphs
Computer analysis
Other kinds of analysisPeople make businesses run smoothly and
profitably