New Science: Pioneering the Inside Sales Revolution

by: E. Follett 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

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Teaching Note

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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’s 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.