World class sales organizations that properly configure the sales capacity generate 16% more revenue than those that do not. Sales Force Structuring is focused on making the trade off questions between deploying generalist sales people or specialist sales people.
This Important Sales Strategy Decision is made with Greater Accuracy by Applying Sales Force Structuring Methodologies to:
- Determine if the market place will reward the selling organization with an increase in orders if they supply deep domain knowledge in an area of specialization
- Help decide which dimension to specialize on- product, industry, selling activity or a hybrid
- Assess the maximum number of products a sales person can adequately represent
- Determine the degree of complexity in the buying process
- Identify if, and where, do subject matter experts provide a competitive advantage
Sales Benchmark Index
Sales Benchmark Index is a professional services firm differentiated through its use of empirical data, a repository of over 11,000 companies across 19 industries, 12 years of history and over 300 sales metrics. Our clients that achieve World Class status outperform the market 7:1 after making the important sales decisions on key performance drivers. We are pragmatic and open-minded that is why we find solutions others miss.
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