Sales Force Size and Structure—Crucial Decisions
How can you determine if your sales force is sized correctly and structured properly?
Your sales force may be undersized if you are experiencing some of the following situations. Key customers wonder where your sales representative is. Your salespeople do not have enough time to take orders, let alone determine how customer needs might be changing or provide solutions to these needs. Current customers feel neglected and are considering switching suppliers. New business development is down. Your salespeople feel overworked; their territory goals seem like a considerable stretch. A number of your salespeople are circulating their rèsumè s. However, company costs seem to be under control, and the ...
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