Siguaw, J. A., Kimes, S. E., & Gassenheimer, J. B. (2003). B2B sales force productivity: Applications of revenue management strategies to sales management [Electronic version]. Retrieved [insert date], from Cornell University, School of Hotel Administration site: http://scholarship.sha.cornell.edu/articles/754
B2B Sales Force Productivity: Applications of Revenue Management Strategies to Sales ManagementArticles and Chapters
AbstractFirms 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.