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Step 5: The Employee—Determining the Number and Distribution of Employees

In: Transforming Sales Strategies

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  • Manuel Beck

Abstract

This chapter addresses the optimal number of employees in sales teams, a critical factor for the efficiency and effectiveness of the sales strategy. This section discusses how companies can determine the ideal team size that takes into account both market requirements and internal resources. It provides insights into the analysis of workload, customer reach, and sales targets to find a balance between overstaffing and understaffing. In addition, strategies are introduced that help to adapt the team structure flexibly to changing market conditions. The chapter highlights how a well-considered planning of the number of employees in sales not only contributes to increasing productivity but also plays a central role in employee satisfaction and customer retention.

Suggested Citation

  • Manuel Beck, 2025. "Step 5: The Employee—Determining the Number and Distribution of Employees," Springer Books, in: Transforming Sales Strategies, pages 215-261, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-46809-5_6
    DOI: 10.1007/978-3-658-46809-5_6
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