Sales Force Strategy
Typically, sales forces follow a strategy. It can be succinct (''Grow sales 15 percent this year,'' ''Make eight calls a day,'' or ''Launch the new product vigorously'') or more complex (''After a merger, create a new sales force and decide sales force size and relocations. Implement a new structure, culture, compensation plan, automation system, recruiting program, and training program. Do this efficiently and effectively without losing any sales'').
To establish a sales force strategy, a company must determine the current status of the selling organization. If the sales force is performing poorly, an aggressive sales force strategy may be required. Unfortunately, determining the condition of the sales force is not easy. ...
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