Project Success Stories
Sales call budgeting workup
identifies optimum sales staff size
As a result of our efforts, the training organization was able to win the necessary management support and resources to achieve an optimum staffing level.
This Fortune 50 leader realizes more than $50 million training 3,500 U.S. installed base customers on how to apply its innovative IT solutions. Their challenge: “how many sales specialists do we require to adequately address the business opportunity?” FUSION was hired to come up with an answer.
Three separate sales units were in place; an inside sales unit specializing in smaller accounts, a territory rep force focusing on larger accounts and a cadre of business development managers responsible for named accounts.
We began by stratifying the account roster into revenue bands and deciding which accounts were better served by phone vs. a face-to-face visit. Then we determined how many phone and face-to-face contacts were economically cost-justified given the task at hand.
Because education was an ancillary component of the revenue mix, we also budgeted sales calls on the product salespeople responsible for managing the overall account relationship. They play a crucial role in customer decisions, and it’s important that they “buy in” to the importance of education and training and are willing to introduce the education specialists into the account.
Finally, we coordinated the efforts of the three training sales channels to help minimize channel conflict and bring about shared accountability. On many accounts it can make sense for both inside and outside reps to play a role. Where multiple individuals may be calling on the same account, it’s critical that there is an accepted team leader and congruent goals.
As a result of our efforts, the training organization was able to win the necessary management support and resources to achieve an optimum staffing level.
FUSION 
31 Atkinson Lane Sudbury, MA 01776
PH: (978) 460-1539 esfusion@sellmoretraining.com