Make The Right Sales Resource Allocation Decisions

Focus on your customers, products and activities when allocating your resources to ensure you get the most from your sales efforts.

As a leader of a sales organization, ask yourself the following questions:

Customers

1. What market segments should you focus on?
2. What geographic areas will you sell to .... local, regional, national, international?
3. Which accounts should "which" sales staff call on?

Products

1. What products should you focus on?

Activity

1. What activity should you focus on .... ie new customers or existing customers, etc? 
2. How will you assign relationship managers, product specialists and market specialists?

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