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Use Productivity Modeling to Determine Optimal
Sales Channel and Sales Support Capacity
What is the best strategy to deploy your sales and support resources in the
field? How many do you need? How can you quickly and easily measure the impact
of your strategies? To maximize revenue while minimizing costs it is critical
to deploy the right resource at the right targets for the right amount of time.
If a resource is over allocated, important revenue opportunities will be
missed due to the constraints of time and geography. This will also
negatively affect morale if quota is unachievable. If a resource is under
allocated, capacity for additional revenue is going unused. In either case,
the improper balancing of resources creates opportunity for your competition.
With STC plus TRG expertise, we can model your entire selling process whether
by function or resource type. We can then apply the models to multiple sales
resources in order to determine their ideal workload. By allocating the ideal
amount of time to the richest opportunities you can optimize the allocation
of your resources to maximize opportunity. In this way territories can be
balanced in a fair and fact-based manner, gaining field-level support for
your plan.
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