Integrating CI Into Your Sales Force Operations: A Consultants Simple View

Topics:
Competitive Pricing,
Incentives and Compensation,
Sales Force Design
Tags:
Benefits,
Sales Force Management,
Sales Force,
Sales,
Marketing Research,
Marketing,
Market Research,
Human Resources,
Fletcher/CSI,
Consultant,
...
Source:
Fletcher/CSI

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Overview: Consultants are often stereotyped as a group that make their living by overstating the simple; diagnosing the obvious, and expanding on the infinite. Historically, the sales force has been perceived as reactive (to quota imposed compensation plans), demanding ("Their particular sales opportunity will make or break the company"), and highly individual (no two people sell alike) by nature. In an effort to support this reactive, individual company entity, the CI and market research department is often placed in the role of meeting their immediate and quite often-unrealistic demands for competitor intelligence.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: PDF | Size: 107KB | Date: Jan 2004 | Pages: 2

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