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
• Dashboards

Cozmix specializes in Sales Force Optimization. We do not get involved with Sales Force Effectiveness initiatives.