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What is Customer Universe?

What is Customer Universe?

The term ‘Customer Universe’ is often used in discussions in the context of sales force management—but what exactly does it mean and why does it matter? In the context of sales force optimization, Customer Universe is the total group of clients that you are currently targeting plus the clients you are not seeing. In short, […]

How to adjust promotional cycle plans when your portfolio expands?

How to adjust promotional cycle plans when your portfolio expands?

At some point, you will want your organization to grow. And this means expanding to include more products. In the next entry, you’ll learn how to manage the addition of a new product to your portfolio. There are several options to work around this situation. You can: add a product to each promotional cycle; increase […]

Who is supposed to lead a sales call?

Who is supposed to lead a sales call?

In the world of sales, there are two types of calls, and you need be ready for both to close a deal The business of sales can be quite unpredictable. You can have a well-planned presentation for a client, but halfway through it the client can derail you with questions and requests about topics you […]

Determining the Right Call Frequency Part 2

Determining the Right Call Frequency Part 2

In part one of this post, we discussed frequency and how it fits into the sales optimization process. We also learned that frequency is vital in enhancing the effectiveness of individual sales reps. In this post, you’ll learn how to modify the frequency of visits in order to maximize overall payoff. Here, the screenshot shows […]

Multiple Promotional Grids. Not a Crazy Idea.

Multiple Promotional Grids. Not a Crazy Idea.

Most companies have more than just one sales force. This, of course, largely depends on the size of the company and the span of its marketplace. Typically, companies offer different products for different regions/territories. That’s why it’s important not to limit your company to just one promotional grid. To illustrate this point more clearly, let’s […]

Sales interns v.s. Seasoned Sales Reps

Sales interns v.s. Seasoned Sales Reps

Accurately assessing your sales force when you mix non-experienced interns with seasoned sales reps It’s always important to know the true number of Rep Equivalents in your sales force. Keeping track of this number lets you accurately evaluate the overall productivity and profitability of each rep. Still, when it comes to gauging profitability, the general […]

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