Developing an Efficient and Effective Sales Force Structure—A Four-Step Process

Sales force structuring is an art. Scientifically developed algorithms for optimal sales force structure selection do not exist. Individuals who understand their product lines, know their markets, have developed an effective selling process, and are not afraid to change the current structure are able to develop good structures. Frequently, firms perpetuate poor structures because they are afraid to change. Some reasons a company may be hesitant to change its structure are:

  • Salespeople will leave because they like the old structure.

  • Some people will lose power.

  • The company is launching several new products and is afraid that disruption will jeopardize the launch.

  • The ...

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