“We made [technology] investments and put in metrics and scorecards and a performance management system. We put in hard tools around process and pipeline management and we put in soft tools, such as management coaching and sales training. We resegmented our customers and changed our recruiting profile.”
—Sales Leader (describing a three-year window of change)
This final chapter summarizes the strategies detailed throughout this study, discusses the underlying themes among them, and considers how to use the contents of this book within your own business.