Sales Force Size - Sales Force Management Software

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.

Deciding the size of the Sales Force:-
Under this activity management need to determine how many number of sales man required meeting sales volume and profit objectives. If a company has too few sales persons, opportunity for sales and profits go unexploited, and if it has too many, excessive expenditure for personal selling reduce net profit. It is difficult perhaps impossible to determine exact number of salespersons that a particular company should have. Three basic approaches are used in approximating the sales force size they are:

• Workload Method
  
• Sales Potential Method
  
• Incremental Method

ref: Sales Force Management & Leadorganizer Software

Structuring Sales Force - Sales Force Automation (SFA)

Sales Force Management we are talking here. We talked Sales Force Automation, Sales Policies Formulation, Product Polices, Distribution Policies and Pricing Policies.Today we are going to talk about Structuring Sales Force.

Organizations usually structure their sales force on a territory basis or on a product/product line basis. In the case of territory based structuring, the same salesman handles all the products or product lines of the firm in given territory, which will be compact.

In the case of product based structuring, several salesman of the firm operate in a given territory, each handling different products of firm. Here the sales territories will be relatively larger.

Sometimes the sales force is also structured based on customer type or customer class, in yet other case sales force is structured on a complex basis, involves a combination of the types mentioned above.


ref: sales force Automation software