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October 6, 2011
Sizing Your Sales Force: Are You Focused on the Wrong Things?
By:
In my previous posts, I have outlined a three-phased approach to Sales Force Sizing:
In Phase 2 – Determine New Size, there are a few popular but incomplete techniques that are worth discussing.
Key Takeaway: When resource planning to properly size your sales force, avoid the temptation to focus exclusively of cost and affordability. The best techniques are market-based and consider market dynamics in their analysis.
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