Annual Account Strategies Drive Performance ... Or Do They?

Everybody SellsWe're now putting the final touches on a Ferrazzi Greenlight bookshelf offering, titled Everybody Sells , from which this is excerpted. By Jeff Kaplan I’ve never seen a major sales group that didn’t subject itself to a process that turns out to be one of the most universally consistent wastes of energy in sales management: the annual account plan. In most cases it’s an...Facebook
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