Sales Force Optimization vs. Sales Force Effectiveness
We define Sales Force Effectiveness (“SFE”) as any initiative that makes the sales force better at selling. Some examples of SFE initiatives are:
- First-Line-Manager Coaching
- CRM / ETMS
- iPad Detailing
- Dashboards & KPIs
- Sample management
In contrast we define Sales Force Optimization (“SFO”) as any initiatives that improves the deployment of the sales force. Some example of SFO are:
- Customer Segmentation
- Brand Resource Allocation
- Structure of the Sales Forces
- Sales Force Sizing
- Sales Territory Design
Cozmix provides SFO products and services.We don’t get involved with SFE products and services.
Call Cozmix to get a demonstration of how you can improve the deployment of your sales force.