TOTAL SALES COVERAGE MODEL

No longer can sales people be expected to be responsible for every contact with customers and leads.  Not only are the costs of a sales call high, but the ability for the sales people to see all decision-makers and influencers is reduced as well-a double hit on sales force productivity.  As a result, newer sales coverage models are emerging that take advantage of both sales force automation(SFA) and database direct marketing-a new "total" sales model that blendsthe four targetable and proactive content media of mail, email, telephone and face-to-face across all phases of the sales cycle.

The implementation of this new coverage model is quite varied from company to company.

To explore how the TOTAL SALES COVERAGE MODEL could be applied to your company's sales process, contact John M. Coe.