The case raises issues around sales force deployment and management issues in the SaaS industry. Specifically, VTS sells a software product to the real estate industry, and has designed a Go_to_Market strategy for what the founders perceive to be the unique characteristics of that industry, and the way in which those factors contribute to the importance of referrals to VTS's sales. In the case, the founders are considering changing some aspects of their strategy including: sales force compensation, where a change from a team-based incentive comp system to a ore individualistic system is under consideration; sales force specialization where specialization by account size or stage of the selling / buying process is under consideration; and, sales management roles & responsibilities, where a change in the role of senior management from quota-carrying sales rep AND sales team leader to simply team leader, with no quota, is being considered.

【書誌情報】

ページ数：23ページ

サイズ：A4

商品番号：HBSP-818048

発行日：2017/8/25

登録日：2020/3/3