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Developing an Edge

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Anthony Gaffney is a principal at Moorhouse, a consultancy specialising in business transformation and delivering commercial capability programmes. We are privileged to re-print this article from Winning Edge, the members magazine of the Institute of Sales & Marketing Management.

For organisations looking for the edge over their competitors, developing salesforce capability is a key weapon in the arsenal. If the requisite capabilities are developed effectively they can have a significant impact on results — from employee engagement right through to the bottom line. The question, then, is why don’t all organisations invest in sales capability development programmes?

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