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Sales Force Efficiency (SFE) analysis
The Sales Force is the most expensive tool in a commercial operation.
Meanwhile any kind of Sales Force Evaluation is badly perceived by salesmen.
However, identification of any fields where sales man is badly performing has to be undertaken in order to correct weaknesses and get the most of the sales force investment.
Sales Force Evaluation methodology :
- identify the ideal salesman attributes
- measure the importance of these attributes
- compare any salesman, relatively to each of its competitor versus each attribute, territory per territory.