article | November 14, 2011
Five Ways to insure your Sales Force Size is right for 2012
The size of the sales force affects customers, salespeople and the overall company. If the sales force is too small, it cannot serve the needs of the customer effectively. If it’s too large, salespeople become an annoyance to customers and a drain on the bottom line.
In previous posts, I outlined a few simple ways to assess the current size of your sales force:
These straight-forward assessments provide keen insight into whether you are deploying the optimal sales force size to meet the market demand.
Below are five (5) Resource Planning approaches to sizing field resources:
A perfect sizing model doesn’t exist. There are many models to start with, but in our experience, you will need to highly customize them based on the organization’s sales model, objectives, etc. How quickly you do this will determine the efficiency of your resource planning.
Key Takeaway: Don’t overlook the importance of optimal resource deployment when preparing next year’s strategic plan. There are a few simple tests to assess your current sales force size. Once you have determined you are under/overstaffed, use one of the five (5) methods above to properly determine headcount.