This chapter presents a sales force productivity framework that can be used to evaluate the status of a sales organization and develop a comprehensive statement of strategy.

In this chapter you will learn:

• What key questions to ask when assessing your sales force
• How the sales force productivity drivers - the decisions sales managers make and the processes they use - affect the entire selling organization
• How to measure, both qualitatively and quantitatively, five key dimensions of your selling organization: the productivity drivers, people and culture, sales force activity, sales force results, and company results
• What measurement tools or "health checks" are useful in assessing your sales force
• How to use the results of sales force assessment to develop a comprehensive statement of sales force strategy