The Right Sales Force Size
"Sales Managers must know how to determine
sales force size and structure by using something more
than experience and gut feeling"
Do You Upsize, DownSize or RightSize?
explanation of eight
used to determining the right salesforce size.
for the eight models.
for senior management or the board of directors to justify your
A full set of references for the models.
and Notes relating
to a formal presentation and how to respond to the most
likely questions or objections.
- Determine the optimal size of the sales force based
on the market
& potential demand, carryover and multiyear
contribution effects, territory size and so forth
effort to market segments and products.
- Determine how
much a product/category is likely to increase or decrease
by increasing or decreasing
the sales force effort by a certain amount.
- Determine what are the likely short-term and long term
associated with increasing or decreasing the size of the
models are the result of a lot of work with many sales
teams from theoretical and practical perspectives. |
face it you can't afford to make mistakes when hiring and firing people
and there is nothing worse than trying to justify an upsize or downsize
on flimsy data. When you apply these eight models
have an instant rock solid basis for your actions. No one will
to touch you with criticism and you'll know you have done the right
for the business. If nothing else you'll elevate yourself to
status of guru in an afternoon.
the unlikely event that
sales do not go the right way you will be able to say with
confidence that your
sales force analysis
was tight and that you were diligent in the decision making
process and also that you provided the other decision makers with all the information.
spend a lot of sleepless nights trying to come up with your own models or blow two days on a course or write off
thousands bringing in consultants.
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am keen to get good feedback and case studies for my next
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has worked with a number of
multinational companies known for their high level of
investment in sales teams. In
five years he doubled both the sales force and revenue for
one company. Craig has a
Masters in Business Administration, A Masters in E-Business, A
Bachelors of Science, A Bachelors of Arts with Honours, A Certificate in
Heath Economics and is a Marketing Institute Fellow.
Craig is the
author of the book "The FlyFactors" which details winning
for sales organisations. Craig regularly writes as an expert author on
various topics to do with sales optimisation, sales effectiveness,
sales process and sales automation.
Craig Williams or the FlyFactors visit www.CraigWilliams.org
Or visit Craig's
sales and marketing consultancy:
Phone Craig on 0407353688 (Melbourne, Australia)