RIGHT SIZING THE SALES FORCE
-Maximum effort with Optimum Size
Here is a set of self-assessment questions:
Do we consider coverage (number of customers) as a more critical performance driver than required benchmark potential of customers?
Do we value geographical market presence as more critical factor than representing to identified potential customers irrespective of geography?
Do we decide team size largely by competitive benchmarking alone or consider various execution norms (e.g. coverage, frequency etc.) too?
WhiteSpace can help you with a bottom-up quantitative method considering various market-based situations, promotional need simulation, and organizational system/norms of performance to estimate the size of FF (Field Force) towards business maximization at an optimum FF cost.
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