Newspaper organizations can increase revenues by as much as 15% by consistently targeting the best sales opportunities with the right type and amount of sales resource. This revelation is one of many identified in a new American Press Institute white paper report, Sales Resource Optimization: Bringing Science to the Sales Force.
The free report, written in cooperation with global sales and marketing consulting firm ZS Associates, covers topics including:
- Seven obstacles that inhibit newsmedia companies from optimizing sales resources
- Key questions for sales executives
- Essential drivers of a highly effective sales force
- Today's leading SRO approaches and tools
- Why and how to build SRO capability
Click the link to download a free copy of Sales Resource Optimization: Bringing Science to the Sales Force.
Sales Force Effectiveness Seminars
Learn proven methods for applying the concepts in the white paper report by attending one of API's upcoming Maximizing Sales Force Effectiveness seminars.
This may be the most valuable and productive investment in your organization's success that you make the entire year!
Designed in cooperation with ZS Associates, the seminars will provide key insights on organizational structure, right-sizing the sales force, gauging market potential, territory alignment and optimization, training, compensation, and more. Each will include best practice examples from newspaper organizations currently implementing groundbreaking sales force re-invention initiatives.
The first Maximizing Sales Force Effectiveness seminar, presented in partnership with The Newspaper Association of America's mediaXchange conference, will be April 10-11, 2010 in Orlando. API and NAA will offer a $200 combo discount to individuals registered for both events.
The second offering of the seminar will be May 24-25, 2010, at API's campus in Reston, Virginia.
For additional information, please email API Associate Director Mark Mulholland or call 703-715-3300.
Customized Programs
API also provides customized Sales Resource Optimization services to individual newspapers and newspaper companies of all sizes. To find out more, please email API Director of Targeted Solutions Elaine Clisham or call 703-715-3321.
