Valuable read 👍
Jump-Start Growth by Sharpening Sales Force Focus
By rethinking the most important aspects of the sales process and pulling the right levers, managers can make even high-performing sales forces more productive—and increase the revenue and profits of the business by 10 to 15 percent.
We measure sales-force effectiveness (SFE) by looking at the gross profit per sale, after subtracting all selling costs. In our opinion, a customer-centric approach and a focus on achieving business objectives are critical to success. While we recognize that direct B2B selling is occurring more and more in a multichannel environment, the traditional sales force is still a very effective way to generate demand.
Every company will have a different starting point and a different end goal when it comes to increasing sales force effectiveness. Some businesses will seek to continually refresh their sales capabilities; others will aim for a longer-term…
View original post 1,778 more words