Workforce Planning for the Sales Organization

9 October 2013


Too often companies approach strategic changes -- like implementing solution selling, or cutting sales costs -- with tactical approaches, such as changing commission rates or quotas. In contrast, top-performing companies continually adjust their organization and its talent through strategically-driven workforce planning.

When applied to the sales force, workforce planning incorporates considerations unlike those for other functions or roles. These include answers to questions such as:

  • What markets are you entering?
  • How much turnover is occurring?
  • Where do you recruit your best talent?
  • What is the ramp-up time for new sales resources?
  • How many sales support or technical sales people are required for every account manager?

This session outlines a workforce planning blueprint to help your sales force deliver on goals many years into the future.

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