Some Questions to Answer in Defining Sales Architecture
- How many different sales forces should we have?
- How should they be structured and staffed?
- What degree of specialization is needed?
- What is the appropriate mix of in-house and outsourced activities?
- What resource levels should be dedicated to each sales force?
- What determines the boundaries between the sales forces?
Authors: Adrian J. Slywotzky, Benson P. Shapiro, Stephen X. Doyle | Source: Strategic Sales Management: A boardroom issue | Subject: Sales Questions