Finding the Optimal Sales Force Size— Successful and Unsuccessful Methods

Several methods are commonly used for sizing sales forces.

''Same as Last Year'' Method

''We had a sales force of ninety last year and we made our numbers. Next year's goal is a stretch. Why change anything? It is working!'' If this sounds familiar, then you are sizing your sales force using the ''same as last year'' approach. Be aware that this is a decision. Even though you are not changing anything, you are deciding that this year's sales force size is best for next year.

In many cases, this may be the best strategy. It minimizes disruption and allows the sales force to maintain existing customer relationships, focus on satisfying customer needs, and achieve territory ...

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