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Competitive Intelligence and the Sales Organization
內容大綱
In Chapter 3, Competitive Intelligence and the Sales Organization (36 pages), the author explains how an organization should enable competitive intelligence gathering among sales people. He contrasts motivation versus attitude, exploring fundamental aspects of each, and presents three elements of successful intelligence gathering: an eagerness to seek out information, the perceived value of timely information sharing, and the perceived value of a casting a wide net for information. The author outlines the individual, organizational, and environmental factors that influence a sales person's information gathering activities. He offers insight into how leaders can manage these factors to influence both motivation and attitude, and improve sales performance.