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How to motivate sales force

All sales people are not alike. It is necessary to adapt the incentive plans to the profiles of the sales. We distinguish generally three different categories of sellers.

> To learn more, read the article of Harvard Business Review July-August 2012 (à télécharger)

Skills from now on essential to the managers

In a more and more collaborative and connected world, the managers must know how to adapt their behavior according to the cultural contexts with which they are confronted. They must know how to exercise their influence on the social networks and make use of the various communications tools to remain creative.

> To learn more, read the article of Harvard Business Review April-May 2013 (à télécharger)