Four Steps to a Strategic Sales Force
Whitepaper summary:
One can’t pick up a business publication or newspaper today without reading about some wellknown company that is downsizing…right-sizing…or re-engineering itself. With everyone’s attention on finding ways to take cost out of the business or become more internally efficient, little is said about making the company’s sales force more productive. (The one exception might be in the pharmaceutical industry.) With sales costs representing up to 10% to 15% of total revenue in some companies, this is an area that offers a substantial return on investment.
