The Science of Sales Force Deployment

19 October 2011


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 this workshop, TerrAlign's Jim Brown provides a tested framework for deploying sales organizations. He covers segmentation, sales force sizing, territory alignment, and sales activity models. Drawing upon the accumulated wisdom gained through more than 20 years' experience working with large sales organizations, Jim will share a series of case studies, best practices, tips, and tools for getting sales deployment decisions right.

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