Fox & Co. has developed proprietary approaches to measuring and maximizing salesforce efficiency. Sales managers can learn, quantitatively, how their best people invest available selling time, including a measurement of expected sales dollars per sales call. This knowledge is used to improve the efficiency of others in the salesforce. Simple tools can tell the sales manager what the expected outcome would be of adding one additional sales person, of getting each salesperson to make one more call per week, and so on.
Fox & Co. also develops, in conjunction with its customized selling skills training programs, sales resource allocation models that help salespeople properly allocate their selling time. The model addresses several common sales planning flaws:
- Salespeople call on too many accounts, and therefore don't have enough time to call on those accounts often enough to be successful.
- Salespeople don't spend enough time with the accounts that provide the best opportunity for growth.
- Salespeople spend too much time calling on low potential accounts.
- Salespeople don't realize how precious few sales calls they have to invest each year.
