The Wiglaf Journal recently posted an article dissecting Mark Hurd's activities in rebuilding Oracle's sales force. Tim Smith listed five sales force design principles and then looked at Hurd's performance by focusing on each principle in turn.
The article is a pretty fascinating overview of how to build (or rebuild) a sales force. Smith explains the rationale behind each of Hurd's decisions and concludes by saying that Hurd is clearly "a master sales-force architect."
Mark Hurd's 5 Sales-Force Design Principles
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