Sizing the Sales Force

22 June 2011


Do we have the right sales force size? That’s a question many CxOs ask this time of year at the approach of the budgeting and planning season. This Sales Management Association webcast provides useful frameworks for answering this perennial leadership question. 

Led by Charlie Thompson, Principal at Axtria Inc., this webcast describes six sales force sizing approaches, their advantages and limitations, and the circumstances most appropriate for utilizing each. The approaches range from the simple (‘same size as last year’) to the complex (promotion response optimization). 

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