(SALES MANAGEMENT)

1. About 75% of corporations operate on a calendar fiscal year. Now is the time to plan for next year. Do you have a right number of reps? Proper headcount is critical to achieve your projected revenue?

2.What is a better way to do this? About Top-down & bottoms-up

3. This method works best for Farmer sales reps (who develop existing accounts). Start with your total number of existing target accounts. Have you mapped your ideal customer's Buying Journey? If so, you know how often they want to be called on. When you multiply these two numbers you get an annual call volume. This is the total number of rep appointments per year. Multiply this call frequency by the number of accounts.