Management Questions

• Have you established a program that will recruit the people you want rather than carbon copies of the people you have?
• Do you have experienced reps on the frontline and change agents at the top?
• Is your sales compensation system congruent with your enterprise’s economics?
• Do you review sales force size regularly, particularly with regard to whether the force is flexible enough to handle channel shifts, market changes, and new product launches?
• Can you account for your salespeople’s time, and is it consistently used for high-value tasks?
• Do your sales reps understand how their customers define value, and are they delivering it?
• Does your sales force have all the technology it needs for maintaining efficiency and effectiveness?
• Are your salespeople sufficiently integrated into your organization, and do they get the respect they deserve?

Source: Fixing the Fatal Flaws of Your Sales Force / Simon Goodall, Katrina Helmkamp, Michael Zinser / Boston Consulting Group (BCG), August 15, 2003

Posted by Administrator / Sales Questions