Report

Sales Coverage Optimization Through Teamed Roles

Optimizing The Outside/Inside Sales Mix

March 16th, 2022
With contributors:
Steve Silver, Marcel Bourre, Robin Whiting

Summary

In the work-from-anywhere era, buyers may be served by outside or inside sellers and independent or teamed reps. This flexibility must be balanced by a focus on how buyers want to buy and the economics of sales coverage. The COVID-19 pandemic caused sales leaders to reassess coverage by field (outside) and inside sellers. Organizations with suboptimal coverage incur a higher cost of sales (the cost of customer acquisition plus the cost to retain and grow existing customers) than their competitors. Optimized coverage increases selling capacity at the same or lower cost and improves buyer and customer experience. This report defines three steps to define optimal sales coverage and quantify its impact.

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