Sales Force - Size and Structure Software (SAS) tool is a customized
application software system designed for Sales Force Effectiveness organizations
as an automated Sales Force Studies Analysis Tool.
is designed to support on-going local market sales force size and structuring
activities and to provide local, regional, and home office Sales Management
with decision support information.
consists of one data collection, and three Sales Management Decision
Support reporting modules.
Data Collection module is designed to store local sales force attributes
such as team size, product alignment, actual/goal days on territory,
actual/goal calls per day per representative, annual vacancy percentage,
and annual loaded cost per representative. Additionally, target totals,
yearly customer call objective, and brand marketing team plans are collected
and stored for historical comparison/analysis. The variation of alignment
structure is stored as individual market selling period scenarios.
Market Assessment Report includes - ten segments of notes organized
as management summary information, workload buildup calculations using
actual and goal information, comparisons and variances between scenarios,
and a Share of Voice vs. Share of Market, and Market Sales graphs for
all local market Company products.
The SAS sales and
market share graphing module utilizes syndicated product and locally
collected voice share data for Company and top competitive companies,
SAS utilizes cost
of representative and total Company sales information for calculation
in the sales force cost as Percent of Total Sales and the Financial
Impact analysis reports and graphing module.
As a result of
completing a Market Size and Structure Study via the SAS software, information
entered during the collection process is stored for ad-hoc analysis
and reporting at local,regional, and corporate levels for Sales Management
decision support reporting.
Finally, once a
Size and Structure alignment scenario has been implemented - the scenario
is utilized as a baseline for future sizing and structuring alignment
activities and analysis.