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sales-benchmarking Sales Benchmarking: A New Tack in Assessing Sales Problems

Learn how applying the science of benchmarking to the art of sales can produce extraordinary results.

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acceleratingAccelerating the Sale

Learn about the benefits of web touch selling on Return on Sales with case studies of companies that have augmented their field sales with this approach.

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seven-levelsSeven Levels of Benchmarking

Learn about the different levels of benchmarking and the increasing results that can be expected from moving to more advanced level.

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how-to-benchmarkHow to Benchmark Sales

Gain insight on how to prepare for and execute a sales benchmarking initiative to drive performance.

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Sales Force Sizing

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Sales forces cost companies anywhere from 5% to 40% of revenue.  Over $1 trillion dollars is spent per annum in the US on sales forces. In the United States, approximately 14% of the total work force is employed in full time sales professions.

Sales Force Sizing - Headcount vs SFE InvestmentsSales Force Sizing focuses on determining the optimal amount of sales capacity needed to properly service the market place.  The critical questions answered by applying sales force sizing methodologies are:

  1. How much should the firm spend on sales capacity?
  2. How does EBITDA vary with different staffing levels?
  3. How to match sales force capacity with market opportunity?