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The top 3 key questions for sales force planning

when how many salespeople do you need? Can your CRM help you?

Did you know that 66% of small to medium size businesses don’t have the data they need to substantiate whether or not their sales force is the right size?  We’ve also noticed that this problem is more acute for businesses that have an aggressive sales strategy.

An undersized sales team means your business will lag by being unable to close opportunities.  On the other hand a sales force that is bloated is wasting money and can create the wrong expectations with staff and clients.

 It is also difficult to assess if your current sales force is working at an optimum level.

Zoho sales force planning

 The following are the three key questions your need to be asking – along with best ways to answer them:

 1) Is the number of salespeople we have is optimal, or should we increase/decrease our sales force? 

 To answer this you need to have a solid understanding as to how many man-hours are needed to close and manage a sale in your sales cycle.  If you combine that metric with the accurate number of available business opportunities that your business has at any one time, you can start to see how big a sales force is needed to deal with your opportunities.

Zoho CRM is highly effective in helping you with this task. It holds all the knowledge needed to forecast what the optimal resources you will need to close sales in the future.

 2) What relevant data is needed to make informed decisions about sales force planning?

Every company’s sales process is different, therefore, different data needs to be collected in order to make an informed decision for that specific business.  In some businesses one salesperson handles a client/customer throughout the entire sales and marketing process.  In others, multiple people manage separate autonomous tasks, often concurrently. 

3) What are the specific things my type of business needs to do to make accurate sales force decisions? 

 Again this is answer changes from business to business.  A very account management centric business that focuses on fulfillment or repeat customers would have very different data collection requirements to a business that sells one-off solutions.  Season and event based business will have different time volatility that businesses who have constant activity year round.

Where to go from here

 To be able to answer the above questions well, you need the right skill set and considerable experience.  There are multiple metrics at play, and multiple tools needed to make sense of them.  Even if you have a CRM that collects data (such as Zoho CRM) you need people who understand data and sales processes  to make insightful decisions about how to structure your business.  

As experienced Zoho CRM consultants, we understand how to use your Zoho CRM to make sales force planning easier – making answering the question ‘should we add another sales person’ an informed process by removing the common guesswork.  If you want to answer the above questions with specific detail and want to work with certified Zoho CRM consultants, then contact us to find out more.

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Ilan Gross

Ilan Gross is a distinguished pioneer and authoritative leader in the IT industry, boasting over two decades of unparalleled expertise in CRM systems and CRM strategy. As the Principal Zoho CRM Consultant at Lumen Business Solutions, Ilan has revolutionised the way B2B enterprises leverage CRM solutions, firmly establishing himself as a cornerstone of technological innovation and strategic prowess. His specialisation in integrating cutting-edge sales methodologies like SPIN, Gap Analysis, and Challenger Selling into CRM platforms has not only set new standards in the industry but has also redefined the essence of customer relationship management for enterprise customers. Ilan's visionary approach extends beyond traditional CRM systems; he is a trailblazer in AI development, AI implementation, and AI consulting, particularly noted for his pioneering work with private ChatGPT on the Azure platform. His foresight in recognising the transformative potential of AI in business processes has led to the creation of numerous AI applications for enterprise solutions, further solidifying his reputation as a leader in driving technological advancement and innovation. Under Ilan's leadership, businesses have experienced groundbreaking advancements in revenue-lifting strategies. Through his expert guidance, enterprises have not only improved their sales processes and customer engagement but have also witnessed substantial increases in revenue. Ilan's mastery of CRM systems, combined with his deep understanding of the strategic needs of large-scale businesses, positions him as an indispensable asset for any organisation aiming to scale and excel in today's competitive market. Moreover, Ilan Gross is celebrated as a pioneer of software development tools, including Aware IM and Magic Software. His contributions to these platforms have been instrumental in empowering developers and businesses alike, enabling them to build powerful, efficient applications with unprecedented ease and flexibility. This aspect of his expertise further underscores his role as a visionary leader, whose influence spans across the entire spectrum of IT development and strategy. In sum, Ilan Gross stands as a paragon of innovation and leadership in the IT industry. His exceptional skill set, combined with his pioneering contributions to AI and software development, marks him as a pivotal figure in shaping the future of technology for enterprise success.

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