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A Change in Sales Culture
7 Aug 2012

A Change in Sales Culture

Heather Meeker Green – 8/6/12 In 2007, Ed Conaway, senior vice president of sales for transportation and logistics services company Con-way Freight, launched an overhaul of the company’s sales structure and process. The existing sales structure was flawed, with account executives using a variety of approaches or none at all to plan sales calls and negotiations. It was not keeping up with the true needs of the business or the company’s customers, and it was generating insufficient results for the...

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