Tuesday, December 18, 2007

Workload Method - Sales Force

Sales Force Management we are talking here. In my last talk we talk about Structuring Sales Force. Before that We talked Sales Force Automation, Sales Policies Formulation, Product Polices, Distribution Policies and Pricing Policies.

Today we continue our talk on Sales Force Management and we talk about deciding the size of the Sales Force Team. There are 3 basic approaches used in approximating sales force size.


  • Workload Method
  • Sales Potential Method
  • Incremental Method

We talk here Workload Method.
According to this method the basic assumption is that all sales personnel should shoulder equal workloads. Management estimates the total workload involved in covering entire companies market and divides by the workload that an individual sales person should be able to handle, thus determining total number of sales people required. The companies applying this approach generally assume that the interactions of three major factors – customer size, sales volume potential and travel load – then determine the workload involved in covering the entire market.

ref: Sales Force Automation & Lead Organizer Software

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