The Science of Sales Force Deployment
From SMA's 2011 Sales Productivity and Performance Management Conference
Management's impact on sales productivity begins before the first sales call is made, when the sales deployment model is established. Sales deployment decisions define the who, what, when, where, and how of customer coverage - addressing how many and what type of salespeople will contact which customers with what frequency. For sales leaders of large organizations, getting these decisions right lays the foundation for productivity and sales organization success.
In thi(...)
