client login
Username
Remember Me
Forgot Password
Password

The Kelsey Report® Advisory

SBCI Moves Under the Yellow Pages Umbrella
Charles Laughlin , 12/27/2000

Issue: Will New Integration Improve Sales Performance?

News:  SBC Interactive (SBCI), producer of the SmartPages.com online Yellow Pages directory and shopping guide, has been placed under the administrative umbrella of SBC Directory Operations (SBCDO). The move is designed to integrate the telecommunications company's print and online directory publishing activities more tightly. Melvin McArthur, president of SBCI, will lead the new SBC Interactive Media, reporting to SBCDO President and Chief Executive Officer Pat Engels. The Interactive group will stay in Pasadena, CA, for the time being at least, and SBCI's 44 sales people will be integrated into the print directory organization. Some jobs will be eliminated in administrative areas such as finance and human resources.

An issue raised by these changes is how the SBCI sales force will be deployed - as sales trainers, sales management or as Internet sales specialists?

Copyright � 2005 The Kelsey Group. All Rights Reserved.
This published material is for internal client use only. It may not be duplicated or distributed in any manner not permitted by contract. Any unauthorized distribution could result in termination of the client relationship, fines and other civil or criminal penalties under Federal law. The Kelsey Group disclaims all warranties regarding the accuracy of the information herein and similarly disclaims any liability for direct, indirect or consequential damages that may result from the use or interpretation of this information.

Learn more about:

TKG clients

Summaries of White Papers and Advisories

What TKG clients receive

 

The Kelsey Group, Inc., 600 Executive Drive, Princeton, NJ 08540-1528
Tel: (609) 921-7200 Fax: (609) 921-2112 E-Mail: [email protected]
Copyright© 2006 The Kelsey Group. All Rights Reserved.