Key Point to Consider When Re-Designing Your Sales Territories
If you’re thinking about re-design your sales force territories then here are some essential elements to include and some pitfalls to avoid: Key Point: Workload should be the main measure used to...
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Are your sales reps too expensive?
There are many ways to evaluate how much you actually spend on your sales team. To perform an accurate evaluation, you need to refer to industry and country benchmarks. Typically, countries with higher...
View ArticleSales interns v.s. Seasoned Sales Reps
Accurately assessing your sales force when you mix non-experienced interns with seasoned sales reps It’s always important to know the true number of Rep Equivalents in your sales force. Keeping track...
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Multiple Promotional Grids. Not a Crazy Idea.
Most companies have more than just one sales force. This, of course, largely depends on the size of the company and the span of its marketplace. Typically, companies offer different products for...
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Determining the Right Call Frequency Part 2
In part one of this post, we discussed frequency and how it fits into the sales optimization process. We also learned that frequency is vital in enhancing the effectiveness of individual sales reps. In...
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How do you calculate annual calls per sales rep?
In order to optimize your sales force, you have to know how many calls a rep can make annually. This is one of the keys to understanding how effective your reps are, and it will also lead to better...
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