An excellent paper will include the following 5 components:
1. Brevity and clarity: 4-7 pages in length (including visuals).
2. Competitive analysis: Research 3 companies utilizing the same or a similar sales management approach.
3. Structural advantage: An understanding of the company’s sales organization and the technology tools that are utilized.
4. Critiques and insights: Your informed opinions resulting from your findings about the sales management system.
5. Employee insight: Video or voice-recording evidence of a personal interview with an employee from the sales department. You should prepare a list of 10 questions in advance and figure out a way to arrange a brief 10 – 15 minute interview with someone from that company. A link to the video or voice recording should be uploaded in the comments section. Make sure to elaborate on the findings from your interview in the paper. The 10 questions for the employee should be included as an addendum at the end of your paper. If unable to speak to an employee and do an interview, you can instead look up an interview of a sales person / manager (in print or video) from that company and provide an overview of what was discussed, and answered. Please cite the reference and include the write up in the body of your paper. (SOHO House is the company name)