Go to Market Strategy – The Cost ofB2B Direct SellingView the full post at:Go to Market Strategy – The Cost of B2BDirect S...
QUESTION:Cost Assumptions: Base is assumed to be $125K –$150K annually Variable compensation at quotais approximately $1...
Model Assumptions: In the model to the right, theaverage sales cycle isassumed to be eight months. The average sales pri...
Where Does a B2B DirectRep Spends Their Time?According to many studies, salesreps only spend 20% – 40% of theirtime sellin...
How to Increase theAmount of B2B DirectSelling Time Increase core selling activities Decrease non-core sellingactivities
Go to Market Strategy – The Cost ofB2B Direct SellingView the full post at:Go to Market Strategy – The Cost of B2BDirect S...
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Go to Market Strategy - The Cost of a B2B Direct Sales Rep

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READ THE FULL POST AT http://fourquadrant.com/go-to-market-strategy-the-cost-of-b2b-direct-selling/

The effectiveness of a companies go to market strategy will be directly correlated to a company's success. Although the sales function is a critical component of the go to market strategy and the lifeblood of any business, most direct sales people spend precious little time actually selling, even though the annual cost of a direct sales representative is very high. Incremental changes in the amount of time a direct sales rep spends on core selling activities will have a positive impact on the business. One way to increase the direct selling time for sales reps is to first understand the problem and then craft a solution.

Download go to market planning templates at
http://www.fourquadrant.com/products/

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  • Go to Market Strategy - The Cost of a B2B Direct Sales Rep

    1. 1. Go to Market Strategy – The Cost ofB2B Direct SellingView the full post at:Go to Market Strategy – The Cost of B2BDirect Selling
    2. 2. QUESTION:Cost Assumptions: Base is assumed to be $125K –$150K annually Variable compensation at quotais approximately $150K annually Overhead (benefits, office, taxes,phone, etc.) is estimated at 20%of total on target earnings Travel and entertainment isestimated at $50K annually
    3. 3. Model Assumptions: In the model to the right, theaverage sales cycle isassumed to be eight months. The average sales price isassumed to be $250K andonly the direct sales rep costsare included.
    4. 4. Where Does a B2B DirectRep Spends Their Time?According to many studies, salesreps only spend 20% – 40% of theirtime selling, and that includessupporting existing customers. Sothe question is, where does a salesrep spend their time?
    5. 5. How to Increase theAmount of B2B DirectSelling Time Increase core selling activities Decrease non-core sellingactivities
    6. 6. Go to Market Strategy – The Cost ofB2B Direct SellingView the full post at:Go to Market Strategy – The Cost of B2BDirect Selling

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