There are two parts to this discussion. Part 1: What does it take to influence a

Question

There are two parts to this discussion.

Part 1:  What does it take to influence a sales team to achieve excellent results in generating revenue and profit?   To help understand  this process, discuss some of the most important criteria you will consider and give examples to help each other with the case. The text refers to 4 factors to consider and these are a good start. Considering the team in the case is "losing" (not achieving the needed results) what would you do with the compensation plan?  Would you leave it the same?  If you change it what would you do?  A collective discussion on this topic might add to everyone's understanding and quality of the Team Project case study papers.

Explanation / Answer

Far too many companies fail to achieve their growth targets in revenue and profitability. However, the probability of achieving profitable growth is heightened whenever an organization has a clear growth strategy and strong execution infrastructure. One without the other impairs the probability of success. This author describes why and prescribes strategies.

Many organizations fail to achieve their desired growth targets in revenue and profitability.

Most businesses fall short of achieving their growth objectives for revenue and profitability. In fact, studies report success rates as low as 20%. Why is growth so elusive?

However, managers can do certain things to improve the chances for success. This article will describe one such thing managers can do, namely build a systematic framework composed of three strategies for growth and three key elements for successful execution. The article will also explain how the three strategies and three key elements increase the probability for success.

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