Sales Management: A Guide to Creating a Long-Term Performance Culture

Alexander Nowroth ()
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Alexander Nowroth: Lebenswerk Management GmbH

Chapter Chapter 3 in Sales and Business Models in the Logistics Industry, 2025, pp 61-84 from Springer

Abstract: Abstract In this chapter, you'll learn why 98% of all sales organizations (most likely including yours) are too large, and how to manage the transition to a leaner, significantly more efficient organization, for example, by reducing overhead costs by 30 to 40% while simultaneously increasing sales performance. Furthermore, we'll discuss moving away from an autocratic leadership style to a more meritocratic one, which not only attracts the best talent to your company and ensures high performance in the long term, but is also more appropriate today. You'll learn how to significantly increase the time your organization spends on revenue-generating tasks by reducing administrative and bureaucratic processes and how to use the right incentives to ensure strong ongoing team performance .

Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-48407-1_3

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DOI: 10.1007/978-3-658-48407-1_3

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