Clik here to view.
How to Create Promotional Grids
A promotional grid is exactly what it sounds. It’s a grid that visually represents what products are to be detailed at given points in the year as well as how much sales effort should be dedicated to...
View ArticleSales interns v.s. Seasoned Sales Reps
Accurately assessing your sales force when you mix non-experienced interns with seasoned sales reps It’s always important to know the true number of Rep Equivalents in your sales force. Keeping track...
View ArticleClik here to view.
Determining the Right Call Frequency Part 1
How frequently should you call your customers? Well, there’s no standard answer to this question. Call frequency can be determined by numerous factors, including a client’s potential and location, as...
View ArticleClik here to view.
Determining the Right Call Frequency Part 2
In part one of this post, we discussed frequency and how it fits into the sales optimization process. We also learned that frequency is vital in enhancing the effectiveness of individual sales reps. In...
View ArticleClik here to view.
How do you calculate annual calls per sales rep?
In order to optimize your sales force, you have to know how many calls a rep can make annually. This is one of the keys to understanding how effective your reps are, and it will also lead to better...
View ArticleClik here to view.
Balanced Accounts for Sales Territory Alignments
To create a balanced sales territory, you need to create an index to balance the workload equally among all the sales representatives. In the past, this process involved math—a lot of math. With the...
View ArticleClik here to view.
Carryover Sales for New Products
Sales carryover for a brand-new product is always zero in the year if its release—after all, you can’t have carryover on a product that did not previously exist. Likewise, it does not have brand...
View ArticleClik here to view.
Cutting down on sales rep drive times
When it comes to business, everybody knows “time is money.” For the hard-working sales rep, this means driving long hours to meet clients. With that in mind, minimizing drive times (or ‘windshield...
View ArticleWhat is a sales call?
This is the most important question to ask yourself when analyzing your sales force. If you ask 5 of your sales reps this question they will each typically give you a different answer. This is bad...
View ArticleWhat is Customer Universe?
The term ‘Customer Universe’ is often used in discussions in the context of sales force management—but what exactly does it mean and why does it matter? In the context of sales force optimization,...
View ArticleClik here to view.
How to Create Promotional Grids
A promotional grid is exactly what it sounds. It’s a grid that visually represents what products are to be detailed at given points in the year as well as how much sales effort should be dedicated to...
View ArticleSales interns v.s. Seasoned Sales Reps
Accurately assessing your sales force when you mix non-experienced interns with seasoned sales reps It’s always important to know the true number of Rep Equivalents in your sales force. Keeping track...
View ArticleClik here to view.
Determining the Right Call Frequency Part 1
How frequently should you call your customers? Well, there’s no standard answer to this question. Call frequency can be determined by numerous factors, including a client’s potential and location, as...
View ArticleClik here to view.
Determining the Right Call Frequency Part 2
In part one of this post, we discussed frequency and how it fits into the sales optimization process. We also learned that frequency is vital in enhancing the effectiveness of individual sales reps. In...
View ArticleClik here to view.
How do you calculate annual calls per sales rep?
In order to optimize your sales force, you have to know how many calls a rep can make annually. This is one of the keys to understanding how effective your reps are, and it will also lead to better...
View ArticleClik here to view.
Balanced Accounts for Sales Territory Alignments
To create a balanced sales territory, you need to create an index to balance the workload equally among all the sales representatives. In the past, this process involved math—a lot of math. With the...
View ArticleClik here to view.
Carryover Sales for New Products
Sales carryover for a brand-new product is always zero in the year if its release—after all, you can’t have carryover on a product that did not previously exist. Likewise, it does not have brand...
View ArticleClik here to view.
Cutting down on sales rep drive times
When it comes to business, everybody knows “time is money.” For the hard-working sales rep, this means driving long hours to meet clients. With that in mind, minimizing drive times (or ‘windshield...
View ArticleWhat is a sales call?
This is the most important question to ask yourself when analyzing your sales force. If you ask 5 of your sales reps this question they will each typically give you a different answer. This is bad...
View ArticleWhat is Customer Universe?
The term ‘Customer Universe’ is often used in discussions in the context of sales force management—but what exactly does it mean and why does it matter? In the context of sales force optimization,...
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