What is Sales Force Optimization?
Sales Force Optimization is the process of improving how you use a sales force. Some examples of Sales Force Optimization initiatives are:
- Customer Segmentation and Prioritization
- Brand Resource Optimization
- Sales Force Sizing
- Team Structure
- Sales Territory Mapping and Design
Each of these have an objectives to improve the allocation of the sales force resource: customer segmentation improves the allocation of effort across customers; territory mapping improves the allocation of effort across the geography etc.
Sales Force Optimization should not be confused with Sales Force Effectiveness. The latter aims to make the sales force a better selling machine. Examples of Sales Force Effectiveness initiatives are:
- Sales Training
- CRM / ETMS
- First-Line-Manager Training
Cozmix specializes in Sales Force Optimization. We do not get involved with Sales Force Effectiveness initiatives.