Guide to Sales Resource Optimization

Learn how to structure, size, and align your sales organization using a disciplined approach and supporting analyses.  We use a comprehensive "4C" framework for sales resource optimization: Customer, Coverage, Capacity, and Capability.

In this 15-page guide, you will learn how to:

• Select the right coverage approach to align your sales force against your highest potential customers and targets
• Identify the right type and number of sales resources
• Build the capabilities your sales team needs to be successful