Appraise your sales function
The Sales FE role will concentrate on refining your sales process and creating metrics that can be used as leading indicators of sales, indicators of individual salesperson performance, or factors for performance-based pay structures.
In order to estimate the fraction required by your business, we must first determine how developed the sales function is at your business (the Business Development Stage) and the scale of the sales function in your enterprise, determined by the size of your sales force. A larger sales force requires more analysis and training, and potentially more complex software solutions.
On the chart below, select the Business Development Stage that most closely resembles your sales function, and then choose the fraction based on the number of sales staff who are involved in your sales process.
|
Stage |
Sales Function Description |
Sales Staff |
Fraction |
|
1 |
Sales being done by owner or a few staff. Customer criteria not formally defined. No formal customer relationship management software. Staff may be simply answering calls, or paying regular visits to established clients. |
0-5 |
20%+ |
|
5-10 |
30%+ |
||
|
10-20 |
40%+ |
||
|
>20 |
n/a |
||
|
2 |
Sales staff are familiar with the sales process, sales pipeline, etc. Already using some sort of contact management software. Minimal training. Metrics being collected are primarily for determining commissions. |
0-5 |
20% |
|
5-10 |
30% |
||
|
10-20 |
40% |
||
|
>20 |
n/a |
||
|
3 |
Sales process in place. Staff receive training. Customers are well defined and understood. CRM or contact management software is being used. |
0-5 |
10% |
|
5-10 |
20% |
||
|
10-20 |
30% |
||
|
>20 |
40% |
Once you have determined the fraction required, please refer to the pricing page for monthly rates.
