销售团队是公司最重要的客户接触点,直接影响公司的销售额。对众多公司而言,销售团队是其最有价值也是最为昂贵的资产,其成本可高达销售额的40%。销售团队的结构极其重要,因为它直接影响成本、客户覆盖和业绩。最理想的销售团队设置必须要两者兼顾,既能获取国内大部分的市场潜力,又要保证投资回报。以医药行业为例,在西方国家,销售团队成本通常要占到销售额的15%以上,因此销售团队是否有一个优化的结构极其被重视。而在中国,随着销售团队的投入不断增大,竞争 The sales team is the company’s most important customer touch point, directly affecting the company’s sales. For many companies, sales teams are their most valuable and expensive asset and can cost as much as 40% of sales. The structure of the sales force is extremely important as it directly affects costs, customer coverage and performance. The best sales team setup must be both, both to get most of the domestic market potential, but also to ensure return on investment. In the pharmaceutical industry, for example, sales teams in Western countries typically account for more than 15% of sales, so it is extremely important whether sales teams have an optimized structure. In China, as sales teams invest more and more competition