Every organization wants to add reps to increase sales but this also means that it needs to increase its number of First Line Managers (FLM’s). FLMs directly oversee sales reps based on assigned regions and territories. For example: a company can assign 10 representatives to operate in the Northeastern United States (NE territory), but—in doing […]
There are many ways to evaluate how much you actually spend on your sales team. To perform an accurate evaluation, you need to refer to industry and country benchmarks. Typically, countries with higher taxes will have more expensive reps. In Brazil, for example, employees are taxed on two levels which can drastically increase the overall […]
Coverage and Frequency are affected by numerous factors, including Customer Universe. In its simplest definition, a Universe is the total number of customers in the country. Typically, a Universe is separated into groups that are defined by common characteristics, like tendencies, behaviors, and territories. Conventionally, a sales force’s Universe is divided by territories. Each territory […]
Anticipating consumer response is one of the many goals of a Sales Cycle. In its simplest definition, a Sales Cycle is a period of time when a sales team promotes a certain set of products. In most companies, a year is divided into three or four Sales Cycles. Each Sales Cycle is composed of a […]
If you’re thinking about re-design your sales force territories then here are some essential elements to include and some pitfalls to avoid: Key Point: Workload should be the main measure used to balance the territories. Typically this will be the planned calls to the accounts. If a solid customer segmentation is in place this will […]
Cozmix is pleased to announce the launch of their new website. The new design aims to provide information about sales force strategy issues, as well information about Cozmix’ products and services.