Mark Jacoby, VP of the Americas Sales organization with Clearion, a fictitious software company has missed its quota for the first time in his career at the company. He has his strategies for the establishment of quotas, allocation of staff to assess and assign new areas. Describes the changes he makes and asks students to consider improvements to it.
Mark Jacoby, VP of the Americas Sales organization with Clearion, a fictitious software company has missed its quota for the first time in his career at the company. He has his strategies for the establishment of quotas, allocation of staff to assess and assign new areas. Describes the changes he makes and asks students to consider improvements to it.
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Mark Leslie,
James Lattin,
Mike Harkey
Source: Stanford Graduate School of Business
17 pages.
Release Date: 08 August, 2006. Prod #: E232-PDF-ENG
HBR case Clearion software solution
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