Chapter 2. Sales Force Assessment and Strategy
This chapter presents a sales force productivity framework that can be used to evaluate the status of a sales organization and develop a comprehensive statement of strategy.
In this chapter, you will learn:
What key questions to ask when assessing your sales force
How the sales force productivity drivers—the decisions sales managers make and the processes they use—affect the entire selling organization
How to measure, both qualitatively and quantitatively, five key dimensions of your selling organization: the productivity drivers, people and culture, sales force activity, sales force results, and company results
What measurement tools or ''health checks'' are useful in assessing your sales force
How ...
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