Saturday: Sales Force Structure: Defining Roles – Generalists or Specialists
What is the answer to my sales force structure issues? Generalists or Specialists?
Sunday: 3 Steps To Understand Why My “A” Players Are My “A” Players
How to understand what competencies you should be looking for in your “A” players.
Monday: The Second Step of Territory Design
Determine the correlation between customer firmographic information and spend levels to produce a territory design frontier assessment.
Tuesday: Key Account Management (KAM) Case Study #2, Unsuccessful Program
The case study details and identifies the mistakes made as a result of an unsuccessful Key Account Program.
Wednesday: Miss Q1 Sales Quota? 3 Things to do Differently in Q2
Getting your sales force back on track to meet quota in 2011.
Thursday: Salesforce.com Acquires Radian6 to Solidify a Social CRM
Salesforce.com moves closer to a Social CRM by acquiring the leader of the Social Media and Monitoring space, Radian6.
Friday: To Win an RFP Sales Campaign – Do The Opposite of Your Instincts
Reasons why to adopt an RFP response strategy and integrate it with your sales process.
