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How to use benchmarking to determine if you are over - or under staffed
According to the 2007 Miller Heiman Sales Best Practices Study, 70% of organizations consider their sales force under-staffed. That statistic reflects a gut feel as well as operational rigor. It often seems that there are too few feet on the street. Sometimes your intuition about not having enough salespeople can be wrong, but how do you know for sure?
This whitepaper offers insight on how companies can:
- Determine if they should hire or fire
- Calculate sales workload
- Utilize the sales workload formula to optimize sales force size
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