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Best Practices in Sales Performance Improvement: Rostering and Coverage StrategiesProduct Type: Market Research ReportPublished by: IDC Published: June 2007 Product Code: R104-30593 Description This document is about Best Practices in Sales Performance Improvement: Rostering and Coverage StrategiesTable of Contents Table of Contents IDC Opinion In This Study Introduction Methodology Situation Overview Introduction Rostering and Coverage Best Practices Highlights Cisco's I5 Account Planning Process Figure: Cisco I5 Account Planning Process Xerox and Lean Six Sigma in the Sales Organization Best Practices and Key Challenges in Rostering and Coverage Account Structure Figure: Typical Rostering and Coverage Strategy Customer Segmentation The Account Manager Is Driving Technical Resources Goals and Benefits of Rostering and Coverage Strategy and Management Processes Customers Budgeting and Performance Metrics Partners and Strategic Alliances Biggest Challenges Future Outlook Essential Guidance Learn More Related Research Synopsis |
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