Sales force 3.0: Transforming how telecom operators manage sales reps

Telecom operators in every market are facing the same problems: weak economies, saturated markets, and stagnant or declining revenues. Their search for growth has focused primarily on retail customers and large enterprises, and less attention has been paid to the segment in between, the small and medium-sized enterprises. Operators must acquire a deep understanding of the SME market’s competitive dynamics, greater insight into the needs of the customer segment, and an honest analysis of their sales force’s structure and performance.