This article summarizes the process of implementing an outside sales program. That can mean anywhere from thinking about doing it, to developing a compensation plan, to trying to evaluate a salesperson’s early performance. Should I hire an outside salesperson? In other words, should my company have someone out making sales...
From the executive summary: ‘In some companies belonging to the printing industry, the salesperson is responsible for the relationship, but someone else manages the individual print jobs. In other printing companies, the salesperson is responsible for both the relationship and the jobs themselves. It is a mistake to make a...
From the executive summary: ‘It is critical to be able to measure the effectiveness of each salesperson and all sales transactions. The process involves simply looking at sales volume and sometimes margins. But, this is not enough. One needs to measure at least five variables if a company wants to...
