Remedy Taking a hit why? Message Board

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Technology Stocks : Remedy Taking a hit why?

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To: Shay Mowlem who wrote (466)	1/28/1998 5:40:00 PM
From: Mo Chips	of 763

<<I fail to understand how a whole sales force can collapse because of the departure of a few senior sales individuals...>> If these are people at the top (VP, Director, District Mgr) then these are usually the people who know the products the best, are often the most seasoned (especially when it relates to a complicated enterprise product), and are the best leaders and motivators. I think this type of disruption is VERY common in small software comapanies that lose top people. The top sales folks carry a lot of weight of the company and bring in a dispropotionate piece of the revenue pie. They basically have the largest quotas and bring up the average revenue per sales person. They leave and the remaining sales force is less efficient. I would venture to guess that the top 10% of sales people at remedy account for 1/2 or more of the revenue, especially considering that they've ramped up the sales team lately and the new folks are not going to be as good. Mo

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