Improve Sales Resource ROI
sƒbook — Balance Sales Rep Accounts
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Balance each representative’s book proactively to reflect changes in customer buying. Use initially and/or periodically. Helps you balance customer accounts with rules for setting size, allocation mix and distribution of accounts.
- Problem: Many factors drive initial selection of accounts, portfolio composition and distribution, but these choices are often legacy based.
- Solution: Identify the best composition of each rep’s “starter” portfolio to yield greatest overall growth for company, minimizing subsequent disruption.
- Value: The starting portfolio mix was set based on expected growth, thus creating addition gains in revenue and long-term customer value.
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sƒwrap – Optimize Sales Coverage
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Optimize sales coverage based on customer needs. Invest in sales coverage consistent with expected return for each layer. Maximize your ROI in sales resources.
- Problem: Sales reps — call center, inside, special, field and partners — coverage may not be aligned with greatest expected payoff.
- Solution: Assign optimal spend quotas for various resources based on current and future expected sales.
- Value: Optimal baseline for spend determined and managed proactively.
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Presentations – Improve Sales Resource ROI
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Blog Posts – Improve Sales Resource ROI
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