Discussion:
Read the case study, Crouse-Hinds and your response to the following:
Evaluate the Crouse-Hinds salesforce training program as it currently exists. What works, what doesn't, and why? Is anything missing? Are corners being cut?
Suggest changes in the training program that could be used to increase the effectiveness of the sales personnel at this company.
Read the below 2 articles
Article: Quota Busters
Article: When Their Ship Comes in
Answer the following:
Read and assess each of these three articles carefully they contain key ideas and policies surrounding the setting of quotas for the salesforce, the role and nature of contests and incentives etc.
List the top 2 ideas presented in each article and how they affect Sales Managers.