From the course: Identify Sales Growth Opportunities
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Optimize current sales force effectiveness
From the course: Identify Sales Growth Opportunities
Optimize current sales force effectiveness
- Before identifying new sources of growth it makes sense to optimize what you currently have. After all, you've invested a lot of time and resources to commercialize your products and services it makes good sense to make sure you're getting your moneys worth before chasing new sales opportunities. You want to optimize by measuring both the outputs of you sales activities as well as the inputs. The outputs include things like their sales revenue, number of units sold, gross margin, and number of new accounts. Inputs are all the activities that go into earning those sales. These include things like the number of calls made per day by your reps, the number of days worked, the actual selling time per call, as well as things like number of phone calls made to perspective clients. But also look at your hiring, training, field deployment, and compensation programs. They may need tweaking to get optimal performance but the…
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