B2B Sales Force Productivity: Applications of Revenue Management Strategies to Sales Management
Siguaw, Judy A.; Kimes, Sheryl E.; Gassenheimer, Jule B.
Firms should be able to apply the time-based philosophy of revenue management to their sales forces. To do so requires a revision in the way most sales divisions traditionally have viewed salesperson time. Hence, a different type of proposed measure, revenue per available salesperson hour, is proposed to better integrate the value of the salesperson's time as a factor in sales potential and revenue calculation. This article seeks to (1) foster a positive perception of revenue management as a viable sales approach, (2) establish a framework for such a strategy, and (3) set a useful road map for facilitating execution.
sales force productivity; revenue management; yield management; sales management; sales efficiency
Required Publisher Statement: © Elsevier. Final version published as: Siguaw, J. A., Kimes, S. E., & Gassenheimer, J. B. (2003). B2B sales force productivity: Applications of revenue management strategies to sales management. Industrial Marketing Management, 32(7), 539-551. doi:10.1016/S0019-8501(02)00278-X.This version of the work is released under at Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License. Reprinted with permission. All rights reserved.
Showing items related by title, author, creator and subject.
Nazim, Javeria; Fredrich, Brian (2017-10-01)With the advancement in technology and the rapid increase of globalization, there is now an increased need for managers to engage in better communication, coordination, improved performance, team monitoring, and interdependency ...
Collins, Christopher J.; McClean, Elizabeth (2017-01-01)Key Findings: Investment in High-commitment HR practices lead to key employee-based outcomes. When companies invest in employees with a system of high-commitment HR practices (see examples of these practices below) they ...
Bruyere, Susanne M.; Erickson, William; VanLooy, Sara (2000-09-01)It is estimated that there are 43 million Americans with disabilities, many of whom are significantly unemployed or underemployed compared with their nondisabled peers. This article describes the role of employers, ...