The number of field sales reps you need to cover a market is a function of the size of the target market (number of prospects, number of customers and size of geography), the complexity of the product or sale, and the level of sales support. The number of sales reps you employ is a balance […]
Read more...When it comes to territory, often less is more.
Read more...What’s the best way to bring your products to market – direct sales or channel sales?
To answer this question, you need to consider four variables: the cost to hire sales representatives, how much control you want or need over your sales force, the availability of technical sales expertise, and the complexity of your product and sale.
Read more...Skills and knowledge make your sales reps more effective and help differentiate them from the competition. Skills Skills – abilities acquired through training. If you’re hiring reps who are new to sales, expect to spend time training them in effective sales techniques and developing their skills on the job. Experienced sales representatives already have the […]
Read more...To identify good sales people or people with good potential for selling, you need to identify candidates with specific traits. Traits are genetically inherited or environmentally influenced features that a person possesses. Regardless of the product or industry, traits become the baseline for recruiting sales representatives. Customers make primary contact with your company through your […]
Read more...When building or rebuilding your sales force, consider the complexity of selling your product or service. This helps determine the skills, style and expertise you need to look for when hiring sales reps. Answer these four questions: Are your product’s differentiators easily understood and accepted by the market? Products that are easily understood, inexpensive and […]
Read more...When building a sales force, a business leader needs to consider several factors…
Read more...“Top Line” is directed to sales and marketing executives, CEOs, other senior management and entrepreneurs who are interested in managing and improving their sales and marketing functions. Each week, I will share some of the experience I’ve developed over a nearly thirty-year career in sales and marketing management. Over the coming weeks, I will address […]
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