Studies conducted on sales have traditionally focused on successful salespeople, which has limited our knowledge of sales to what distinguishes successful salespeople from less successful ones. This is a serious limitation.
ProSales’ research can conclude that companies engaged in business-to-business sales (B2B) can benefit from organizing their sales according to the purchase complexity of their business deals. Companies that organize, steer and manage their sales in a manner that is adequate for the purchase complexity of their business deals, have better profitability and higher levels of growth, in comparison to companies who fail to account for the purchase complexity of their business deals.
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For Swedish version.