Sales-Force Decision Models: Insights from 25 Years of Implementation

Topics:
Sales Force Design
Tags:
Benefits,
Human Resources,
Insight,
Institute For Operations Research,
Management,
Sales,
Sales Force Management,
Sales Strategy,
Strategy
Source:
Institute for Operations Research and the Management Sciences

FREE Registration is required

Overview: "Content insights are useful in making sales-force decisions. Examples are that profitability is flat for a wide range of sales-force sizes; phased sales-force growth is rarely optimal; focused strategies dominate scattered strategies; most sales territories (55 percent) are too large or too small; and no compensation plan satisfies everyone. Implementation insights concern model building, use, and implementation, for example, a model’s economic value can come from such sources as reduced uncertainty, accuracy, increased speed, objectivity, and stakeholder involvement; theory and practice have different and complementary perspectives; experience and wisdom are sometimes better than models; and models provide insights, while people make decisions."

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: PDF | Size: 544KB | Date: Jun 2001 | Pages: 38

People who downloaded this item also downloaded

White Paper Staffing Topologies: Mapping Staffing Processes for Complex Organizations
White Paper Inside Sales: A Secret Weapon - It Really Can Work in Your Business
Presentation Sales Force Size And Territory Alignment Process
White Paper Sales Territory Alignment: An Overlooked Productivity Tool
White Paper Effective Sales Force Deployment: Use or Misuse of Your Most Critical Resource

Top results from Sales Force Design

Case Study Solution Provider Uses Hosted Services to Secure a Significant Deal With Retail Giant
White Paper Selling through a Slump
White Paper Web 2.0 and Sales Process Management
White Paper How Do You Evaluate Which On-Demand CRM Solution Is Right for You?
White Paper Be there without going there: Web conferencing speeds connections without the costs of travel

» View all Sales Force Design listings

advertisement
advertisement
  • Click Here
  • Click Here
  • Click Here
advertisement

Returning users: Log In Here!

Already registered on BNET, TechRepublic, or ZDNet? Simply log in.

Free Membership: Sign Up Now!

Sign up for a free membership today and get instant and unlimited access to one of the largest databases of white papers, webcasts, and casestudies anywhere. Your FREE membership allows you to:

  • Download an unlimited amount of content, including classic and current white papers, case studies, webcasts and more
  • Track content on your chosen topics of interest
  • Receive targeted email alerts when your favorite content is added
  • Save content for future reading
  • Receive our member newsletter

When you register to access this directory, you become a member of BNET. In addition, you allow us to share your information with companies that produce products or services featured in the library--so that such companies may contact you with information and offers regarding their products and services. This enables us to keep the library a free service. As a directory registrant, you will receive a complimentary subscription to the BNET member newsletter, The BNET Report. You can unsubscribe from this newsletter at any time. By clicking the Sign up button, you indicate that you agree to our Terms and Conditions and have read and understand our Privacy Policy (updated).