The Complete Guide to Accelerating Sales Force Performance

The Sales Force Productivity Drivers

The sales force productivity drivers are the basic decisions sales managers make and the processes they use that directly affect all components of the selling organization. They fall into four categories. The sales research category includes the processes of data collection and analysis, which enable the selling organization to understand customer buying behavior and to segment, prioritize, and target its markets. The sales force investment and organization category includes decisions on the appropriate size for the sales force; the best sales force organizational structure; the best deployment of sales force resources across products, markets, and activities; and the right sales territory alignment. These ...