Pillar 6: Sizing and Deployment
WHAT IS SIZING AND DEPLOYMENT?
Sizing and deployment allocate headcount to achieve the highest sales ROI. The challenge is to provide the right level of revenue resources to foster growth in a cost-effective manner.
Making decisions about staffing levels, adding channel partners and geographic placement of resources is driven by revenue segment potential, sales expense allocation and expected sales yield.
WHY IS IT IMPORTANT?
Revenue personnel provide the means to execute revenue acquisition strategies—marketing efforts, sales actions and service fulfillment. The number and placement of revenue resources—sales, marketing and customer service personnel—must balance revenue production effectiveness with corresponding costs. Revenue management makes headcount and deployment decisions based on market-reach objectives and buyer preferences. The staffing and placement model of marketing, sales and service personnel needs to secure customer revenue in a cost-effective manner.
SIZING AND DEPLOYMENT TOOLS (see Chapter 9)
Tool #1: Sizing—Revenue Allocation per Seller
Tool #2: Sizing—Account Ratios
Tool #3: Sizing—Frequency and Duration
Tool #4: Sizing—Workload Analysis and Close Rate
Tool #5: Deployment—Geographic Mapping