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Most people consider selling to be an art rather than a science: some people have it and some people don’t. However, this leaves a lot of uncertainty in what is often a company’s most profitable department, and it makes managing a high-functioning sales force notoriously difficult. The prevailing thinking is that the amount of time salespeople spend with customers is the most important determinant of how much they are able to sell. The question is, how to make sure that time is well spent.

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Well...that's wehre we come in...