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Strategic Workforce Planning and sales force : a demographic approach to productivity

Author

Listed:
  • Marie Doumic

    (MAMBA - Modelling and Analysis for Medical and Biological Applications - LJLL - Laboratoire Jacques-Louis Lions - UPMC - Université Pierre et Marie Curie - Paris 6 - UPD7 - Université Paris Diderot - Paris 7 - CNRS - Centre National de la Recherche Scientifique - Inria Paris-Rocquencourt - Inria - Institut National de Recherche en Informatique et en Automatique)

  • Mathieu Mezache

    (LJLL - Laboratoire Jacques-Louis Lions - UPMC - Université Pierre et Marie Curie - Paris 6 - UPD7 - Université Paris Diderot - Paris 7 - CNRS - Centre National de la Recherche Scientifique, MAMBA - Modelling and Analysis for Medical and Biological Applications - LJLL - Laboratoire Jacques-Louis Lions - UPMC - Université Pierre et Marie Curie - Paris 6 - UPD7 - Université Paris Diderot - Paris 7 - CNRS - Centre National de la Recherche Scientifique - Inria de Paris - Inria - Institut National de Recherche en Informatique et en Automatique)

  • Benoît Perthame

    (LJLL - Laboratoire Jacques-Louis Lions - UPMC - Université Pierre et Marie Curie - Paris 6 - UPD7 - Université Paris Diderot - Paris 7 - CNRS - Centre National de la Recherche Scientifique, MAMBA - Modelling and Analysis for Medical and Biological Applications - LJLL - Laboratoire Jacques-Louis Lions - UPMC - Université Pierre et Marie Curie - Paris 6 - UPD7 - Université Paris Diderot - Paris 7 - CNRS - Centre National de la Recherche Scientifique - Inria de Paris - Inria - Institut National de Recherche en Informatique et en Automatique)

  • Edouard Ribes

    (IRSEM - Institut de recherche stratégique de l'Ecole militaire - Ministère des armées)

  • Delphine Salort

    (LCQB - Biologie Computationnelle et Quantitative = Laboratory of Computational and Quantitative Biology - UPMC - Université Pierre et Marie Curie - Paris 6 - IBPS - Institut de Biologie Paris Seine - UPMC - Université Pierre et Marie Curie - Paris 6 - INSERM - Institut National de la Santé et de la Recherche Médicale - CNRS - Centre National de la Recherche Scientifique - CNRS - Centre National de la Recherche Scientifique)

Abstract

Sales force Return on Investment (ROI) valuation with marketing mix frameworks is nowadays common. Sizing discussions then generally follow based on market data and business assumptions. Yet, according to our knowledge, little has been done to embed sales force demographic data (age/experience, tenure, gender etc...) as well as dynamics (especially turnover) in order to investigate the impact of the salesforce characteristics on sales. This paper illustrates such an attempt. It shows that sales force ROI valuation can benefit from a correction on turnover and that optimizing a sales rep hiring policy can unleash additional ROI points. The results are yet heavily dependent in the data structure of the study and their generalization would have to be investigated.

Suggested Citation

  • Marie Doumic & Mathieu Mezache & Benoît Perthame & Edouard Ribes & Delphine Salort, 2017. "Strategic Workforce Planning and sales force : a demographic approach to productivity," Working Papers hal-01449812, HAL.
    • Handle: RePEc:hal:wpaper:hal-01449812
    Note: View the original document on HAL open archive server: https://hal.science/hal-01449812v1
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    References listed on IDEAS

    as
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    Keywords

    Workforce planning; Marketing mix; Learning curve; Optimal policies; Sales force turnover; Structured population dynamics;
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