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Sales Force Sizing

Sales force sizing strategy

Pharma Sales Force Sizing Strategy – Which Approach to Use?

Continuing our blog series examining a ‘year in the life’ of Sales Strategy and Operations . This time of the year (late spring, early summer) marks the classic sales force sizing season. Why now? Many executives engage in the strategic planning and/or anticipate next year’s budgeting process, which is why this is a perfect time to take a fresh look at the overall sales force investment.

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Sales Force Sizing

Pharma Sales Force Sizing Strategy - Classic Approaches

Continuing our blog series examining a ‘year in the life’ of Sales Strategy and Operations. This time of the year (late spring, early summer) marks the classic sales force sizing season. Why now ? Many executives engage in the strategic planning and/or anticipate next year’s budgeting process, which is why this is a perfect time to take a fresh look at the overall sales force investment.

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Go-to-Market Strategy Framework and the Sales Force Sizing Strategy

Recall that this blog series focuses on Sales Operations, and hence the sales force. However, one cannot consider the sales force in isolation.

Over the past several decades, we have experienced a proliferation of channels, including direct sales, mass media advertising (think Mad Men), direct mail, telesales, online/digital, email, social, mobile etc. Each of these channels has advantages with respect to efficiency or effectiveness (topic for another day), often work well in combination, and should be tailored to the chosen business and marketing strategy.

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