Sales Force Assessment and Strategy

Topics:
Incentives and Compensation,
Sales Force Design
Tags:
Sales,
Sales Force,
Sales Force Management,
Sales Strategy,
Strategy
Source:
American Management Association

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Overview: This paper presents a sales force productivity framework that can be used to evaluate the status of a sales organization and develop a comprehensive statement of strategy. In this paper, one will learn what key questions to ask when assessing the sales force, how the sales force productivity drivers affect the entire selling organization, how to measure, both qualitatively and quantitatively, five key dimensions of the selling organization, what measurement tools or ''health checks'' are useful in assessing one's sales force, and how to use the results of sales force assessment to develop a comprehensive statement of sales force strategy

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Format: PDF | Size: 368KB | Date: Mar 2001 | Pages: 34

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