Course

Sales Force Effectiveness

Sales force effectiveness (SFE) is a strategy that enables the sales force of an organization to target the bulk of their efforts towards highly profitable customers and limit coverage of less profitable prospects. It also involves strategies to track and remediate the performance of the existing salesforce to maximize their performance efficiency both on an individual level and team level. The purpose of SFE is to increase company revenues through increased customer acquisition, product/service sales, and up-selling/cross-selling additional products and services. SFE problems are predominantly seen in Pharma domain. However, we have tried to make this more comprehensive including other domains as well.

5 Lessons

Outcomes

By the end of the course, learners will be familiar with the following:

  • Define sales force effectiveness
  • Explain what field ops does and how it is important for SFE
  • Identify various types of sales force effectiveness problems
  • Select suitable method to solve the problem
  • Explain the domain knowledge associated to the problem and vertical given
 Level: NA
Duration: 15 hours
Pre-requisites: NA
What’s next: Clustering: Level 01