Uncharted Territories: Deployment Strategies for Sales Forces in Transition

25 March 2021


For most firms, adapting to the COVID-19 crisis involved a radical redeployment of salespeople from predominantly outside selling roles to virtual selling roles. Accompanying these changes were shifts in selling strategy, capacity, targeting, and effectiveness. Few pre-pandemic response curves or return-on-activity models remain accurate now. Looking ahead, management must anticipate effective deployment solutions for an unpredictable recovery period. In this session, we explore flexible deployment planning approaches, key metrics for calibrating optimal deployment models, and tools and technology to enable fast and accurate deployment decisions.

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