... Criteria d Sales Strategy Structure and Staffing a Sales Force Sizing b Sales Operations c Major or Strategic Accounts d Sales Support Staff Sales Management a Span of Control b Actionable Feedback ... Margin Gain (%) Copyright 2011, All Rights Reserved Page 28 Sales Force Optimization: A Self Assessment Organizational Alignment a Impact on Sales Productivity (1) Organizational and functional ... Self Assessment Quality a Data Base (1) The data bases used by the sales force for reference and decision making are accurate, consistent, and up to date Data Base Gap (NA=0, 1=Low, 5=Perfect Match)...