article | March 10, 2012
Four Simple Steps to Right-Sizing your Sales Force
Unfortunately many sales leaders ignore market dynamics and focus primarily on cost and affordability when considering resource planning – see previous blog post for few popular but incomplete approaches.
A more complete approach to Sales Force Sizing includes the following four steps:
Let’s take a deeper dive into Step #1, since this is the step most sales leaders skip when considering adding or cutting headcount.
Understanding your Organizational Environment
Key Takeaway: If your team isn’t hitting their number, perhaps you should consider if you’re deploying the right amount of resources into the market place. Right-sizing your sales force starts with a deep dive into understanding your organizational environment. Only then are you able to assess and determine the optimal headcount.