Final Sizing Recommendation
Better sales force sizing decisions are made when sales force and market dynamics are acknowledged. A good sales force sizing process has the following steps:
Use one of the market-based sizing approaches to derive a good initial sales force size.
Perform a financial check for the recommended size. Most companies track the sales force cost-to-sales ratio. A quick check to make sure this ratio is within historical and industry norms should be done. Managing this ratio helps to minimize executive anxiety.
Figure 3-20. An Illustration of the Sizing Process When Faced with Technological Change. Process Step Illustration Understanding markets Study how technology affects the way our customers use our products and how they will ...
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