Without doubt, many of the sales ma...

Without doubt, many of the sales managers in your distribution organization are clamoring for additional headcount for nearest year. And in all likelihood, each would generate incremental recent premiums with those resources.

However, sales resources are limited. For additional headcount to pay not upon each incremental producer must generate sufficient profits above time. Given this constraint, distribution organizations should place considerable thought into where they allocate their farmers or wholesalers in order to maximize their reply on investment. Distribution managers must ask tough questions about their sales resources to determine which sales office would benefit greatest in quantity from an added producer and