Building Efficient “Virtual Sales Organization”
Name
Mahmood-hamad_m-sfmba-mgmt-2021-thesis.pdf
Description
Thesis PDF
Size
1.75 MB
Format
Adobe PDF
Checksum (MD5)
4b70749d96109ccd2e92d6fbad4da5d8
Author(s)
Khabibulin, Roman
Mahmood, Hamad
Advisor(s)
Hartman, Neal
Date Issued
June 2021
Publisher
Massachusetts Institute of Technology
Abstract
Working virtual is the new normal many employers think that workplace culture in the organization is ready for a change, however, employees might be apprehensive and think differently. Closing this perception gap will yield substantial benefits for companies and their employees.
Our research will focus on Information technology as an industry, our area of interest will be SaaS (Software as a service) and DaaS (Data as a service). Within these two segments, we will be looking at sales organizations and their operational behavior and build a framework/roadmap showing a successful transition into a virtual world.
We will try to find answers to the burning questions at the end of each quarter that every sales leader has to answer, such as “How was your quarter?”, or “How can we help to improve?”, by laying out a framework that can guide C-suite leadership and Sales organization to understand each other’s points of view and also build future strategies based upon those findings.
We will also define success (financially and personally) for both the business and employees. Several interviews will be conducted with industry leaders, and the findings will correlate with the virtual sales organization frameworks that we build.
MIT Department
Sloan School of Management
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