New Science: Pioneering the Inside Sales Revolution

by: Follet Carter, Yasser Khan, Nick Stopher

Publication Date: June 15, 2017
Length: 10 pages
Product ID#: 1-430-491

Core Disciplines: Information - Technology & Management, Leadership/Organizational Behavior, Marketing/Sales, Strategy & Management

Partner Collection:

Available Documents

Click on any button below to view the available document.

Don't see the document you need? Don't See the Document You Need?
Make sure you are registered and/or logged in to our site to view product documents. Once registered & approved, faculty, staff, & course aggregators will have access to full inspection copies and teaching notes for any of our materials.

$3.95

Need to make copies?

If you need to make copies, you MUST purchase the corresponding number of permissions, and you must own a single copy of the product.

Electronic Downloads are available immediately after purchase. "Quantity" reflects the number of copies you intend to use. Unauthorized distribution of these files is prohibited pursuant to term of use of this website.

Teaching Note

This product has a teaching note available. Available only to Registered Educators. Please login to view it.

Description

How do you get more out of existing sales resources? This common sales management problem is one that Follett Carter must solve as executive vice president of sales and marketing for New Science, a firm operating in the intensely competitive IT research and analytics industry. He must develop a strategy to meet his company‚Äôs aggressive revenue growth targets and also maintain an ever-growing number of current client accounts. Students must assess New Science’s current sales model and develop a less expensive sales force strategy.

Teaching Objectives

After reading and discussing the material, students should:

  • Describe how to change a business model to obtain more profit with the same level of company resources.
  • Explain the impact that organizational decisions can have on productivity of a sales force.
  • Illustrate how to sustain a revenue growth trajectory while retaining current customers.
  • Describe the value of combining tactical and strategic thinking to reshape a sales structure.