Shanghai Contron: From Start-up to Growth
Shanghai Contron Information Technology Co., Ltd. was a small technology company in Shanghai, China, established in 2011. The company's main customer was the government, and sales management was the company's primary department. In a rapidly expanding market, the company moved very quickly from the start-up phase to the growth phase. In 2016, the company's chief executive officer faced challenges in terms of obtaining, stimulating, and managing sales talent, and improving the leading role of the sales department. What could the chief executive officer do to address these challenges? Lydia Qianqian Li is affiliated with Shanghai University. Etayankara Muralidharan is affiliated with MacEwan University. William Wei is affiliated with MacEwan University.