2026-09-21T00:12:12Zhttps://dspace.mit.edu/server/oai/requestoai:dspace.mit.edu:1721.1/1477262023-01-27T03:37:47Zcom_1721.1_7582com_1721.1_7581col_1721.1_131023
Hartman, Neal
Khabibulin, Roman
Mahmood, Hamad
Sloan School of Management
2023-01-26T14:46:07Z
2023-01-26T14:46:07Z
2021-06
2021-06-10T19:13:18.600Z
https://hdl.handle.net/1721.1/147726
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.
M.B.A.
Massachusetts Institute of Technology
In Copyright - Educational Use Permitted
Copyright retained by author(s)
https://rightsstatements.org/page/InC-EDU/1.0/
Building Efficient “Virtual Sales Organization”
Thesis
application/pdf
Master
Master of Business Administration
Publication
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unknown
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<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.</Abstract>
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