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Sales Force Management and Measurement
Farris, Paul W.; Spekman, Robert E.; Bendle, Neil; Larson, Eric Technical Note M-0721 / Published July 11, 2005
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Product Overview

This note describes the metrics that are used to monitor sales-force efficiency and effectiveness. It addresses sales territories, sales potential, and territory changes, as well as forecasting and measuring results. Finally, the note reviews pipeline analysis and the sales funnel.

  • Overview

    This note describes the metrics that are used to monitor sales-force efficiency and effectiveness. It addresses sales territories, sales potential, and territory changes, as well as forecasting and measuring results. Finally, the note reviews pipeline analysis and the sales funnel.

  • Learning Objectives