Best Practices in Sales Performance Improvement: Rostering and Coverage Strategies:

Best Practices in Sales Performance Improvement: Rostering and Coverage Strategies

Published Date: June 2007

Published By: IDC

Page Count: 19

Order Code: R104-30593

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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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