ABSTRACT
Key factors for your sales strategy ..........................................................................................434 Matching your sales strategy to your business life cycle stage ...........................................435 How to best structure your sales force to reach your customers ........................................435 Determining the proper size of your sales staff ..................................................................... 437 Comparisons of decision-maker targets in sales efforts .......................................................440
Think having the right sales people doesn’t matter? Think again. According to the HR Chally 2006-2007 Survey of more than 50,000 North American corporate buyers, salesperson effectiveness counted for more than 39% of customer choice, more than price, quality, or solution. Developing an effective sales organization is crucial to expanding your product and reaching key customer markets.
