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How the Model Works
HORN actively works in each area of the above model,
including installing the system for clients.
Effectively managing the performance
of a sales force involves keeping everyone
focused on "high leverage activities"—those
customer-contact and sales planning
behaviours that yield optimal customer
relationships. The model depicts how
employee training, compensation, recruiting—and
overall sales force strategy—are
informed by patterns revealed through
tracking the results of high leverage
sales representative activities.
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