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Case
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Reference no. E232
Subject category: Entrepreneurship
Published by:
Stanford Business School (2006)
Version:
8 August 2006
Length:
17 pages
Data source:
Field research

Abstract

This case introduces the fictional software company Clearion Software as a tool for evaluating different strategies for setting quotas, allocating headcount, and assigning territories in a growing sales organization. The protagonist of the case is Mark Jacoby, who is the VP of the Americas sales organization. After missing his quota for the first time in his career at Clearion, he needed to reevaluate his strategies for setting quotas, allocating headcount, and assigning territories. The case presents a description of the changes he makes and asks students to consider making improvements on them.

Topics

Sales compensation; Sales forecasting; Sales management; Sales organization; Sales strategy; Software

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