Report Inappropriate Comments

Great post. In my previous life as an Online Sales Manager for a small chain of dailies it was tough to get any traction until the print reps were formally goaled on online revenues/new business development and the print managers were as well. Once those things fell into place we really started to get some traction. Unfortunately some of the issues we had to deal with were around union contracts so we could not implement a "down-side" for the reps who were not hitting their online goal. We were successful at spiffing the upside. Those who continued not to embrace online sales initiatives were effectively performance managed by their supervisors until they "drank the Kool aid".

Once we got going the number of active online accounts exploded and revenues were on the 60% growth projection.