Sales Force Strategy: A Comprehensive Statement

A comprehensive statement of sales force strategy has three sections. The first section contains an assessment of the current sales force, the second provides a list of the goals and objectives the sales force would like to achieve in both the short and the long term, and the final section provides the changes that need to be made to the sales force productivity drivers to attain the stated goals and objectives.

Section 1: The Sales Force Dashboard—An Assessment of the Current Sales Force

The five sales force components introduced earlier in this chapter provide practical dimensions for measurement and assessment. The measures can be presented on a sales force dashboard. Measuring all five components ...

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