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MiniCase Lasting Impressions.docx - Anthony Ricciardi CRN...

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Anthony Ricciardi March 15, 2018 CRN 25166 MiniCase: Lasting Impressions 1. In this case the employees were not reaching their quotas because they were using a territory design for setting their quotas and everyone’s quota is the same. They need to switch to a customer type focus because there’re different customers in every territory. This will allow quotas to be adjusted so they can be reached and create more efficient and happier employees. 2. Currently they are using a 4 year moving average and asking the employees. This is not good because the past is not the future. Everything changes year over year month after
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