Optimizing Sales Performance Across Divisions

16 June 2011


Many firms, including those in the medical device industry, are consolidating market share through mergers and acquisitions. These firms share the objective of finding operating synergy, but must address the challenge of coordinating sales initiatives over multiple, often disparate divisions. A key determinant of success is integrating an end-to-end Sales Performance Management (SPM) solution. Whether integrating an acquisition or addressing dysfunction within a multi-divisional organization, there are several principles that should guide management's efforts. This webcast provides two perspectives on how to quickly exploit sales potential while reducing sales administration costs in a multi-division environment. Topics covered include techniques, tools and best practices for enabling adaptable sales performance, and coordinating sales efficiencies across multiple business units.


  • Mary Craig, former Director of NASSC Sales & Marketing Operations at Covidien
  • Sheri Caspar, Director of the Sales Performance Management Practice at Arcadia Solutions
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