Determining the right
size and type of resource required
Our experience has shown us that many organisations have a less
than robust methodology for determining why they have their current
size of sales force. Numbers are often historical and the budgeting
process can reinforce this historical perspective by dictating
that this year’s headcount must be x% higher or lower than
last year’s.
Meridian is concerned with helping clients determine the RIGHT
size of sales resource. By using a data informed approach, Meridian
can develop a business case for supporting the right headcount
(whether that be a reduction, maintenance of the current status
or indeed an increase) by taking a ‘customer up’ approach.
We analyse what activities and tasks are required, not only to
acquire new customers but also to penetrate and retain existing
ones. By working with the client we are then able to overlay management
judgement and produce a cost benefit analysis to support the business
case for a specific sales force size and shape.
Often we have produced a model to enable our clients to develop
‘what if?’ scenarios around different route to market
and headcount models.
