Sizing the Sales Force

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Is your sales force the right size? That’s a question many CxOs ask this time of year at the approach of the budgeting and planning season. On 21 June, Axtria's Charlie Thompson will lead a Sales Management Association webcast presentation on sales force sizing. Here are two slides from the presentation that will give you an idea of the frameworks he'll use in addressing this perennial leadership question.

The webcast will describe six sales force sizing approaches, their advantages and limitations, and the circumstances most appropriate for utilizing each. The approaches range from the simple (‘same size as last year’) to the complex (promotion response optimization).

Join us for the webcast, its free and open to non members. Register: http://salesmanagement.org/events/sizing-the-sales-force

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Sizing the Sales Force

  1. 1. Go-to-market strategy – key questions<br />What Customers?<br />What Work?<br />Approach Market How?<br />Staff by Whom?<br />Deploy Where?<br />© 2011 Axtria. All rights reserved. Distributed with permission by The Sales Management Association . <br />Slide 5<br />
  2. 2. Classic approaches to sales force sizing<br />© 2011 Axtria. All rights reserved. Distributed with permission by The Sales Management Association . <br />Slide 6<br />
  3. 3. About the Sales Management Association<br />A global, cross-industry professional association for sales operations and sales management.<br />Focused in providing research, case studies, training, peer networking, and professional development to our membership. <br />Fostering a community of thought-leaders, service providers, academics, and practitioners.<br />JUN<br />23<br />Join Us for this upcoming SMA event<br />Workshop:“Mastering Sales Management”<br />This one-day workshop offers an advanced survey of competencies shared by high performing sales leaders, practical insights into enhancing sales management impact, and proven models for structuring essential sales management activities.<br />Held at DePaul University’s Center for Sales Leadership in Chicago.<br />Learn More: www.salesmanagement.org<br />1<br />© 2011 The Sales Management Association . All rights reserved<br />Slide 1<br />
  4. 4. Join Us for the Webcast!<br />“Sizing the Sales Force”21 June 20112:00 p.m. Eastern US TimeRegister<br />© 2011 Axtria. All rights reserved. Distributed with permission by The Sales Management Association . <br />Slide 4<br />
  5. 5. Thank You.<br />© Copyright 2010 The Sales Management Association<br />

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