For the last several years, the focus for business management has been finding ways to cut costs. There has been no shortage of highly-skilled individuals with a significant level of expertise and experience cutting every possible penny of expense from business operations.

Now, senior leadership is realizing there is little left to cut. Top-line revenue is becoming the primary focus. Companies are turning to their sales organizations in an effort to find ways in which they differentiate their offerings and drive profitable sales growth. As a result, “sales transformation” has become the catch phrase for many C-level executives.

Unfortunately, if … Read the rest