Measuring Marketing

Chapter 99 Workload Approach

Measurement Need

To determine the right size for the sales force based on the amount of work expected.

Solutioni

The workload approach organizes customers into common groups, usually based on account size. Management then determines how many salespeople are required to call on the various customer groups.1 There are three workload approaches that will be discussed here.

Approach 1 ii

The workload approach calculates sales force size as follows:

$SFS=\frac{SE}{S{E}_{aps}}$

Where

SFS = sales force size

SE = total selling effort needed (total calls to be made)

SEaps = average selling effort per salesperson (average total calls made per salesperson)

Network marketing companies offer a useful illustration of this workload ...