Case Studies

Companies profiled include:

• Carswell Publishing on performance evaluation and customized training plans for salespeople
• Chemline Manufacturing on sales automation and lead generation
• Clarica Life on Customer Relationship Management (CRM) processes
• Fidelity National Information Systems on compensation plan redesign
• Manulife Financial on tiered incentive programs for financial advisors
• Red Carpet Food Services on retooling its sales training process, compensation and sales reporting structures and introducing incentives to increase its sales effectiveness and profitability.  
• Shell Canada on interdepartmental cooperation between its sales and marketing divisions
• Hidden Hitch on territory management and realignment
• Sun Microsystems Inc., on creating a sales information portal and improving accessibility for it's global sales force;
• Selena Coffee on its development of a customer retention strategy and regaining lost accounts
• Taylor Moving and Storage cites its recipe for success in a competitive market for services
• Xerox, Advanced Office Solutions on creating and managing a successful sales agency
• Pacesetter Sales Agency carving out an industry niche and illustrating the effectiveness of using independent sales agencies.  

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