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

Marie Doumic (), Mathieu Mezache (), Benoît Perthame (), Edouard Ribes and Delphine Salort
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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 - Centre 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 - Centre 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

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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.

Keywords: Workforce planning; Marketing mix; Learning curve; Optimal policies; Sales force turnover; Structured population dynamics (search for similar items in EconPapers)
Date: 2017-02-03
New Economics Papers: this item is included in nep-age
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