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Information about finding the optimal size for your sale force

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, […]

Cutting down on sales rep drive times

Cutting down on sales rep drive times

When it comes to business, everybody knows “time is money.” For the hard-working sales rep, this means driving long hours to meet clients. With that in mind, minimizing drive times (or ‘windshield time’ as some may say) is critical in maximizing the bottom line and boosting rep moral. The best way to do both is […]

Balanced Accounts for Sales Territory Alignments

Balanced Accounts for Sales Territory Alignments

To create a balanced sales territory, you need to create an index to balance the workload equally among all the sales representatives. In the past, this process involved math—a lot of math. With the advancements in technology, however, you can simply use specialized software programs to customize the parameters of your sales reps’ workload balance. […]

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 […]

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 […]

How to Create Promotional Grids

How to Create Promotional Grids

A promotional grid is exactly what it sounds. It’s a grid that visually represents what products are to be detailed at given points in the year as well as how much sales effort should be dedicated to selling each of these products. Below is an example of a basic promotional grid: A promotional grid is […]

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