Get the right-sized team, then set their quotas

09/13/2011 |

Ideally, sales managers should have six to eight salespeople reporting to them, and the same goes for the number of sales managers that report to regional sales managers and the number of regional managers that report to the vice president, Dave Kurlan writes. When it comes to setting quotas, consider factors such as territory size and competition, and base your figure on the performance of your best salespeople.

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