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Selected Case

published: 26 Jun 2017

  • Topic: Marketing
  • Industry: Computer Systems Design Services
  • Region: Global

Abstract:
Promoted to manager of the Studio Cloud Tech government vertical commercial sales force in EMEA (covering North-Central Europe, Eastern-Southern Europe, Germany, France, Britain, Africa, Arab Nations and the Middle East), Sam Hanover is moving to London from his position as product manager at the cloud products division in Seattle. According to the outgoing manager, EMEA has the potential to be the top region in the government vertical. Looking over the data he has been given about the territory and individual sales reps, Sam suspects that it is not pulling its weight. How can he turn around the performance of the salesforce in EMEA?

Pedagogical Objectives:
The Studio Cloud Tech EMEA case provides students with a real-world salesforce challenge that requires careful analysis and disciplined execution of all aspects of a sales manager’s responsibilities – hiring, training, deployment, evaluation and motivation. It provides students with the opportunity to develop actionable salesforce management diagnostics by analyzing qualitative as well as quantitative data. The case context surfaces many contemporary management challenges and issues, such as growing business across developed and developing economies and leading a diverse workforce.

Keywords:
Salesforce Management, Distribution, Middle East, Africa, Marketing, Salesforce Analytics, Regression Analysis, Analytics, Europe, Emerging Markets, Developing Economies, Salesforce Performance, Motivation


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