Ten Insights for Better Sales Force Design

Acknowledging sales force and market dynamics helps management make better sales force design decisions. We have conducted several hundred sales force size and structure studies across various industries and in many countries. The following insights are based on the outcomes of these studies.

Sales Force Effort Drives Sales

The sales force creates sales. Sales force effort has a dual impact. First, the sales force generates sales in the short term. In other words, sales force effort this year results in sales this year. Additionally, effort this year has a long-term impact. There are residual, or carryover, sales in subsequent years that can be attributed to our sales force effort this year.

The short-term ...

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