Jive Software

1. In Wilson’s Shoes

The major challenge facing the new VP of sales was that prior to the appointment there was no process that tracked the sales pattern of the company and the customer qualification was non-existent. This was also a boon since the new VP could start afresh by creating a new sales strategy for the company. The Core Building blocks of the sales function to be executed:

a. Dedicated Sales Team It is necessary to have a team of executives concentrating only on the sale of the product and keeping track of the company growth,

b. Setting Quotas Setting targets for a sales team is of primary importance since prior to Wilson’s arrival there was no set target. A sales team with a fixed quota has a target to hit and they work towards it.

c. Documentation Customer Qualification is of primary importance to a company. It enables the company to comprehend the size of each customer, whether they are potential long term customers etc and it was non-existent at that time.

d. Sales Feedback Since the strategy was new, it would be very important to gather feedback from the sales executives and accounting managers regarding the output of the strategy being put into place. This will help resolve any glitches in the strategy being executed.

2. In my opinion, the Sales strategy of using Team quota model was not the right way to go for JIVE. Reasons being:

a. JIVE wanted to formalize the sales strategy and to achieve this, talented and highly qualified Sales executives had to be identified. Using a team quota model does not identify individual brilliance. This could be discouraging for really talented sales reps.

b. When a product is sold and we are not aware of who sold the product to the customer, an important piece of information – the method used to sell the product – is lost, which could be very crucial for future references.

Team Quota Model

PROS – Builds teamwork, Easier to achieve the target as a team

CONS – Individual...