Getit: Managing the Salesforce in Changing Times

Abstract

The case is about journey of Getit Infoservices Pvt. Ltd which has been pioneer in Yellow Pages industry in India. With the emergence of internet and voice in directional media, Getit has to deal with new competitors who have challenged its leading player status. The role of the salesforce becomes important in the changing environment as Getit’s business hinges on getting the B-2-B customers to come aboard the new platforms of voice and internet where other competitors have taken lead. Mr. Sidharth Gupta, CEO of company, has to decide the way forward which will also help in tackling the problem of salesforce attrition.