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  • How do we identify all the elements that go into the cost of a fully loaded sales headcount and determine what their sales yield needs to be?
  • Won't sales managers know which skills need shoring up amongst their reports?
  • What's a good cost-per-lead? Are there any benchmarks?
  • How do you make sure improvements stick and don't go back to normal?
  • What's the difference between a "defined" and "undefined" market?
  • Why are the early signs of customer defection so difficult to spot?
  • Our research interviews were really informative. Do we really need to conduct a broader research survey now?
  • Any ideas for teaching our salespeople how to deal with Procurement?
  • What are the primary components of an effective sales strategy?
  • Why shouldn't we just focus our attention on our largest customers?

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