Focus on demand to determine the right size for your sales team

10/20/2011 | Sales Benchmark Index

Companies should consider market demand when determining the proper size for their sales teams, writes George de los Reyes. In one market-based strategy, dubbed the Activity Method, companies start by figuring out which activities are necessary to meet customers' needs and how long they will take. They then use this information to determine how many representatives are needed on the sales team.

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