Sales Management: Sizing your sales force for 2016

Today on the SBI Sales and Marketing Podcast we’re getting into the nitty-gritty of sales management, specifically, sizing your sales force for success. We’re not tackling this topic alone though, Lee Kirkpatrick joins us today to help us through the weeds. Through his experience as CFO working for Twilio and a variety of other fast growing tech companies, Lee has become an expert in sales forecasting and sales management.

In our conversation, we tackle the key topics such as measuring the return on investment from a sales team, diagnosing when misses are due to a lack sales force, stacking the size of your sales team against the distance of your goals, auditing customer acquisition cost, dividing a sales territory without losing talent and the three most urgent things you can do right now to start sizing your sales force up to the new fiscal year.