【案例名称】Jive Software

【作者】Mark A. Stevens, Mark Leslie, Claire Magat Raffaelli

【页数】21

【格式】PDF

【语言】英语

【出版日期】2009年12月16日

【学科】销售 (Sales)

【案例编号】E360-PDF-ENG

【来源】Harvard Business School

【网页】http://cb.hbsp.harvard.edu/cb/product/E360-PDF-ENG

【简介】

The case opens with Dave Hersh, CEO of Jive Software, calling an all-hands meeting. After a record revenue year in 2007, Jive grew its sales force too quickly and missed its third quarter plan for 2008. Hersh was forced to conduct a massive lay-off, during which 20 percent of the workforce was let go. The company is facing increasing competitive pressure and a difficult economic environment, as well as a venture partner that is growing frustrated.

【学习目标】

The focus of this class is on the challenges and key issues associated with the creation and management of a professional sales organization. The case highlights the challenges of climbing the sales learning curve. It also explores the pros/cons of various coverage, territory and quota models.

【涉及课题】

Learning curves; Sales

【下载】

http://www.mbabbs.com/thread-256-1-1.html