IT Systems per Full-Time Employee

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Sales enablement activities include recruiting, selecting, training, motivating, coaching, rewarding, and providing tools that enable the sales force’s performance. This process is typically shared across several people and departments, including sales, HR, and finance. Sample Sales Force Enablement metrics include: % of Time Spent Coaching Hour of Training per Full-Time Employee $ onSpan of Control So Which Sales Processes Do You Need? Now that we have five crisply defined processes and the czech republic cell phone number list associated metrics, how do you know which processes you should implement? It is important to remember that not every sales process is applicable to every sales force.



We first suspected that company demographics should inform which processes are important for a particular sales force. For instance, if a company’s profits are highly concentrated in a handful of accounts, then that company must need account management processes. However, we concluded that sales processes should never be selected at a company-wide level. The need for a specific sales process is determined by the nature of each distinctive selling role. That is, companies don’t need Account Management processes – only those salespeople who manage accounts need them.