B2B Sales Force Productivity: Applications of Revenue Management Strategies to Sales Management

Firms should be able to apply the time-based philosophy of revenue management to their sales forces. To do so requires a revision in the way most sales divisions traditionally have viewed salesperson time. Hence, a different type of proposed measure, revenue per available salesperson hour, is proposed to better integrate the value of the salesperson\u27s time as a factor in sales potential and revenue calculation. This article seeks to (1) foster a positive perception of revenue management as a viable sales approach, (2) establish a framework for such a strategy, and (3) set a useful road map for facilitating execution

Questions about Network Dynamics: Characteristics, Structures, and Interactions

Hakansson and Ford (2002) raised some fundamental, yet essential, questions regarding networks. Specifically, they asked “What is a network? ” and “How should companies interact in business networks? ” By raising and examining these questions the authors demonstrate a number of paradoxes intrinsic to the nature of business networks for practitioners. In an attempt to continue this analysis of networks and the conundrums they present to managers and their companies, this paper raises further questions about networks. The questions address yet unanswered issues regarding network characteristics, interactions, structures and their associated dynamics. The speculation regarding these questions leads the reader further into the realm of managing within networks and the concomitant realization of markets as networks