Joni Bessler
Niko Canner
Ilona Steffen
Contact Information
Chicago
Vinay Couto
Partner
+1-312-578-4617
vinay.couto@booz.com
San Francisco
Deanne Aguirre
Senior Partner
+1-415-627-3330
deanne.aguirre@booz.com
Hong Kong
Edward Tse
Senior Partner
+852-3650-6100
edward.tse@booz.com
Laird Post
Principal
+1-415-281-4924
laird.post@booz.com
London
Ashley Harshak
Partner
+44-20-7393-3405
ashley.harshak@booz.com
New York
Niko Canner
Senior Partner
+1-212-551-6111
niko.canner@booz.com
Jon Katzenbach
Senior Partner
+1-212-551-6115
jon.katzenbach@booz.com
Rutger von Post
Principal
+1-212-551-6090
rutger.vonpost@booz.com
Shanghai
Joni Bessler
Partner
+86-21-2327-9800
joni.bessler@booz.com
Andrew Cainey
Partner
+86-21-2327-9800
andrew.cainey@booz.com
Stockholm
Per-Ola Karlsson
Senior Partner
+46-8-50619049
per-ola.karlsson@booz.com
Zurich
Ilona Steffen
Principal
+41-43-268-2169
ilona.steffen@booz.com
The authors would like to thank Stacy Palestrant for her substantial contribution to this Perspective.
EXECUTIVE
SUMMARY
CHINESE SALES
QUANDARY
ENTER THE
PRIDE BUILDER
DEVELOPING THE
SALES FORCE
Exhibit 1
Sales Rep Performance Curve
Percent of
the Sales Rep
Population
Train or Change
30%
0%
Low
High
Performance
Current Total Group
Post-performance Intervention
THE CRITICAL
ROLE OF PRIDE
BUILDING
Exhibit 2
Time Line of a Pride-Building Initiative
One Month
Identify Pride
Builders and distill
the four to six pridebuilding behaviors
Develop peer-to-peer
approaches for
spreading behaviors to
other Pride Builders
10
11
Conclusion
12
13
Worldwide Offices
Asia
Beijing
Delhi
Hong Kong
Mumbai
Seoul
Shanghai
Taipei
Tokyo
Australia,
New Zealand &
Southeast Asia
Adelaide
Auckland
Bangkok
Brisbane
Canberra
Jakarta
Kuala Lumpur
Melbourne
Sydney
Europe
Amsterdam
Berlin
Copenhagen
Dublin
Dsseldorf
Frankfurt
Helsinki
Istanbul
London
Madrid
Milan
Moscow
Munich
Oslo
Paris
Rome
Stockholm
Stuttgart
Vienna
Warsaw
Zurich
Middle East
Abu Dhabi
Beirut
Cairo
Doha
Dubai
Riyadh
Florham Park
Houston
Los Angeles
Mexico City
New York City
Parsippany
San Francisco
North America
Atlanta
Chicago
Cleveland
Dallas
DC
Detroit
South America
Buenos Aires
Rio de Janeiro
Santiago
So Paulo