Chapter 3. Sizing the Sales Force for Strategic Advantage
This chapter discusses sales force size. A properly sized selling organization assures that customers and prospects receive appropriate coverage, company products get proper representation, the sales force is stretched but not overworked, and the company makes an appropriate investment in its sales resource.
The chapter is designed to help you:
Understand the impact that sales force size has on sales, costs, and profits in both the short and the long term.
Recognize the symptoms of a sales force that is not sized and/or structured appropriately.
Get practical advice for sizing a sales force in different situations, such as expansion into new markets, new product launches, downsizing, and ...
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