Door-to-Door Sales: The Forgotten Channel by Dylan Bolden and Tom Lutz suggest two ways to sell even more: squeezing salespeople more efficiently, by creating denser sales territories, closer to their homes; and putting more 'feet on the street', either by contracting out or by building a robust in-house recruitment, retention and training system.
Useful link:
www.bcg.com
I think it is vital to get the incentive structure right; who knows, the concept could be applicable in the gem & jewelry sector.
No comments:
Post a Comment