IMG College This Week Restructures Sales Force
Published December 2, 2011
A restructuring of IMG College’s sales force this week has resulted in a 3% reduction in headcount, or a total of 11 people from the 330-person staff. The company said it is moving from a conference-based sales structure to a regional approach, segmenting the country into five regions – East, Southeast, Midwest, Southwest and West. In the past, sales VPs have been assigned to conferences, but moving forward those VPs instead will be responsible for regions of the country. Advertisers and sponsors buy based on markets, not conferences, the company said, so the new structure will better align with how corporate buyers make decisions. While there will be an initial reduction in the sales force, the company said there will be future investments made in sales positions regionally as the restructuring continues.
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