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Sales force management brings with it huge opportunities

Apr 18
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Sales force management brings with it huge...

Improving a business' sales force management will open up "huge opportunities", according to three experts.

Andris A Zoltners and PK Sinha, the co-founders of ZS Associates, along with Sally Lorimer, told the Harvard Business Review that one of the biggest questions managers are faced with is how they can make their sales force more effective.

The trio explained that sales forces are expensive, with over $800 billion being invested in the US every year.

Despite big data and the internet, companies keep on spending money in this area.

Writing for the source, they said that sales force dynamics are "complex and poorly understood", noting that there are many difficult decisions to be made, including whether you need one which defines which customers to target and what value proposition to offer.

"Improving sales force management is a huge opportunity. We believe that sales force improvement initiatives typically produce incremental short-term revenue gains of at least ten per cent, and long-term increases of 50 per cent or more," they said.

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