sales-force-optimization
Sales Force Optimization: A Self Assessment
Glen S. Petersen
Copyright 2011, All Rights Reserved
Page 1
Sales Force Optimization: A Self Assessment
Table of Contents
Chapter 1 Introduction................................................................................................................ 3
Chapter 2 Sales Force Optimization........................................................................................... 5
Chapter 3 Trends That Impact Sales Force Performance ......................................................... 6
Chapter 4 Stakeholder and Customer Needs ............................................................................ 9
Chapter 5 Foundational Concepts and Terminology ................................................................11
Chapter 6 The Drivers of Sales Force Optimization .................................................................16
Chapter 7 Assessment Model Overview....................................................................................19
Chapter 8 The Assessment .......................................................................................................21
Chapter 9 Interpreting the Results............................................................................................32
Chapter 10 Innovation ...............................................................................................................33
Copyright 2011, All Rights Reserved
Page 2
Sales Force Optimization: A Self Assessment
Chapter 1 Introduction
The profession of sales has traditionally operated with a certain mystique, lending an aura as an art form. At some level, this mystique is probably accurate in that many sales organizations are often unaware of what is working and why. This condition is reflected in budgeting and planning processes where revenue increases are loosely tied to strategies and budgeting is extrapolated on history as opposed to cause and effect.
Glen S. Petersen
Copyright 2011, All Rights Reserved
Page 1
Sales Force Optimization: A Self Assessment
Table of Contents
Chapter 1 Introduction................................................................................................................ 3
Chapter 2 Sales Force Optimization........................................................................................... 5
Chapter 3 Trends That Impact Sales Force Performance ......................................................... 6
Chapter 4 Stakeholder and Customer Needs ............................................................................ 9
Chapter 5 Foundational Concepts and Terminology ................................................................11
Chapter 6 The Drivers of Sales Force Optimization .................................................................16
Chapter 7 Assessment Model Overview....................................................................................19
Chapter 8 The Assessment .......................................................................................................21
Chapter 9 Interpreting the Results............................................................................................32
Chapter 10 Innovation ...............................................................................................................33
Copyright 2011, All Rights Reserved
Page 2
Sales Force Optimization: A Self Assessment
Chapter 1 Introduction
The profession of sales has traditionally operated with a certain mystique, lending an aura as an art form. At some level, this mystique is probably accurate in that many sales organizations are often unaware of what is working and why. This condition is reflected in budgeting and planning processes where revenue increases are loosely tied to strategies and budgeting is extrapolated on history as opposed to cause and effect.