Applying Sales Process Engineering, Measures and General Management

A Better Way to Calculate Market (and Sales Team) Size for Improved Industrial Sales Force Productivity

Here’s a useful exercise. Calculate your market size.  But, instead of calculating total revenues or total unit sales, try calculating total face-to-face, business-development meetings (FTFBDM). Imagine you wish to determine the optimal size for your sales team. The normal approach is to start with one of the standard measures of market size (revenues or unit […]