Sales team Excels with spreadsheet training

摘要

When chris cole joined corus entertainment last May, he inherited a sales team that was largely computer-illiterate. Corus, an entertainment company with radio and television stations across the country, was like many other media organizations, says Cole, in that it lagged behind in the technology game. As the midwest regional sales manager, Cole says he wanted to encourage information sharing among his team of 16 reps, and that meant working with a customized Excel spreadsheet Before Cole's arrival at Corus, many of the reps shared one PC, primarily for checking e-mail. "Some of my people hadn't even used computers," says Cole, adding that sales rep often dictated their information over the phone.