Sandy and Bob’s Manager wants to forecast the number of sales that will require fulfillment in the next five months. Toward that end, she applies certain historical averages: 2% of cold calls are converted to sales within five months
14% of warm call are converted to sales within four months
25% of prospects are converted to sale within three months
36% of customers who agree to a prepurchase meeting are converted to sales within 2 months
53% of customers who agree to a purchase meeting are converted to sales within 1 month. On this basis
Write a 2page assessment of marketing human resource management strategy. Your assessment should address the following questions: Considering the sales funnel figures in the example, how many hours—and thus, how many people—will be needed to achieve this product’s sales forecast? Explain. How would you manage this sales force? Be sure to include examples and your rationale. What would your human resource strategy be if the sales target is for 100 units per month? Be sure to provide a rationale for your provided strategy.
Sales Process Hours per engagement Cold call 4 minutes Warm call 27 minutes Prospect meeting 98 minutes Prepurchase meeting 150 minutes Purchase meeting 140 minutes
