CSO Insights first presented its Sales Relationship/Process (SRP) Matrix in 2007 and have been tracking its key metrics for the past eight years. The SRP Matrix serves as a framework for firms to quickly identify how they currently operate and what levels of relationship and process implementation are needed to achieve success going forward. This paper looks at how to improve the performance of your sales team’s performance based on CSO Insights Sales Relationship/Process (SRP) Matrix.
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Phil Muncaster reports on China and beyond