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© Mark Lane Consulting 2006
Resources and staffing
Staff requirements This can be calculated by forecasting the total number of sales contacts you require to meet
your target and dividing this by the average contact rate for each salesperson.
Competencies How well equipped is your team to sell this way? What needs to be changed or improved?
Other resource requirements Training, literature, temporary help etc.
Briefing and communicating How do you plan to communicate the plan
Monitoring When and how will you monitor activities and results
Feedback What other mechanisms are there to assess progress?
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