For company leaders, the phrase ‘working on the business, not in the business’ should be a familiar one. Working on the business covers the strategic side, where management focuses on the longer-term outlook for the organisation. The alternative is to work within the business, dealing with the tactical challenges that exist in running the business, such as driving the sales process or managing existing customer relationships.
Sales professionals rely on a range of things to be successful. This varies from a good product, and rep’s own personal skills, to efficient processes and technology. To help sales reps be more effective, organizations have made huge amounts of investment in customer relationship management (CRM) systems and other technologies.
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