Sizing Your Sales Team for Long Term Success

Session 5: Learn how to determine if you have the right size team.

December 11th, 12-1 PM

Are you missing opportunities because your sales team is undersized for the markets you are in? 

Is the cost of your sales team higher than it needs to be with an oversized team? 

Most firms make decisions on adding or reducing the size of their sales teams based purely on affordability.  This doesn’t factor in market potential and in many cases the impact on profit.  It can put your company at a competitive disadvantage and will cause you to miss opportunities. 

In this webinar you will learn how to determine if you have the right size team and make decisions on where and when to increase or decrease the size of your team to optimize your return and market potential.

We will help you determine what roles are most important for you to fill.  Why bring in an expensive outside salesperson when you can have a much greater impact investing in resources to make your existing team more efficient, provide more outbound leads or get more from existing clients.  Defining roles is the first step in developing a plan to hire the right person for the job.

We will cover:

• Six ways to determine if your sales force is the right size.
• The six most common ways Companies make decisions on sales force sizing and why they can be less effective.
• How to factor in customer segmentation into your salesforce sizing decisions.
• Four different market-based sales force sizing approaches.
• How to determine what roles are best to fill when adding people to your sales team, (Account Executive, Account Manager, Outbound Sales Development Representative, Inside Sales Development Representative, Sales Administrative Support).
• When using distributors, resellers or independent agents make sense.
• What to consider when using distributors, resellers, or independent agents.