SABRE Sales Force Manager

The SABRE Sales Force Manager simulation takes responsibility up one level from the sales representatives to their managers. The goal is to teach effective differential resourcing where certain aspects of the execution of the sales plan need to be managed by someone familiar with the distinct characteristics of a sales region. In this simulation the managers are tasked with managing a team of sales representatives who promote a portfolio of products. The focus here is on the management of the team, and how best to support the portfolio of products by assigning representatives (each with their own strengths, weaknesses, relationships and experience) to specific territories and products. Compared to the SABRE Sales Force simulation, the focus is less on the detailed client-by-client allocation of resources, and more on making a team of sales representatives more effective. The simulation is currently tailored to a pharmaceutical marketplace. For more information please contact Cam Tipping.