Revenue is down. Sales are slowing. The CEO looks up from the
business plan and realizes that the company won’t meet analysts’
expectations. Focusing on the organization’s sales leader, the stage
is set for sacrificing a scapegoat.
Upon who else should the axe fall when the sales organization misses
revenue targets? After all, aren’t sales and revenue the
responsibility of the sales leader? The answer may be as easily
forgotten as it is obvious.
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