How do you find top sales talent ? How do you compensate them ? Should you have your own sales force or partner up with third parties ? How do you handle the difficult decisions ?
We explored these issues and many others over the winter quarter in Building and Managing Professional Sales Organizations (STRAMGT-351). I would highly recommended this class to every GSB student. Lecturer Mark Stevens and Kirk Bowman, both practicing tech VCs, have been there, done that and are happy to tell the tales.
The cases studies we had to read were not the most satisfying part (this is my personal bias against the flowery case studies used in business school), but Mark and Kirk were really excellent at elevating the discussion around the key concepts and the trade-offs, instead of of just plowing through the cases. As a result, classroom participation was focused and…
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