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New Yahoo (YHOO) COO Henrique De Castro is planning a big overhaul of the Internet giant's ad...

  • Monday, December 10, 2012, 5:54 PM ET
    New Yahoo (YHOO) COO Henrique De Castro is planning a big overhaul of the Internet giant's ad sales model, sources tell Kara Swisher. Each sales rep will now sell all of Yahoo's ad products, with responsibilities split up along industry verticals (automotive, entertainment, etc.). That's how ex-employer Google does things, but not Yahoo, which splits responsibilities based on region and ad type. Some attrition is expected within Yahoo's sales force, already reported to be feeling neglected in the Marissa Mayer era.
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    Maintaining sales revenues during a transition like this is key. Keeping the top performers must be a priority! These key people typically control in excess of 70% of all sales revenues. Other competitors will be coming after these folks and he must have a plan in place to keep them focused and delivering results.
    10 Dec 2012, 10:23 PM Reply Like
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