By
Sid Chadwick
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CSRs need to know their sales reps’ performance objectives and goals—customer by customer, quarter by quarter—in writing. If the salesperson hasn’t develop that information, then he/she should, and it should be systematically updated to the supporting CSR team. A CSR that has that information can be proactive in support of those account performance objectives. If they don’t know, they’re reduced to a “reactive position.”
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Sid Chadwick
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