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CRITICAL ISSUES FOR REINVENTING SALES ORGANIZATION: 1) building long-term relationships with customers, which involves assessing customer value and prioritizing customers; 2) creating sales organizational structures that are more nimble and adaptable to the needs of different customer groups; 3) gaining greater job ownership and commitment from salespeople by removing functional barriers within the organization and leveraging the team experience; 4) shifting sales management style from commanding to coaching; 5) leveraging available technology for sales success; 6) better integrating salesperson performance evaluation to incorporate the full range of activities and outcomes relevant within sales jobs today...
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