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Will Your Sales Coverage Model Help Drive Profitable Growth?

 
  Arthur F. Rothberg, Managing Director, CFO Edge, LLC  
   
  This is the second article in a three-part series on improving profitability.

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  Article Summary  
In a recent article, How to Drive Profitable Business Growth, we looked at how Los Angeles and Southern California business owners and executives can drive profitable growth in their companies.

Here, we follow up that discussion with a look at the sales coverage model and the role this plays in sustaining profitable business growth.

This article looks at profitable sales models by reviewing six models, posing four coverage questions, and discussing four pitfalls to avoid when setting up sales coverage models.

Today’s B2B and B2C buyer journeys are characterized by prospects having ready access to more pre-purchase information than ever before, and savvy buyers frequently move much further down the sales pipeline prior to connecting with sales representatives.

Ensuring that you have a well-balanced and customer-aligned sales coverage model is a key lever to driving profitable growth and a key part of an overarching customer-centric sales ecosystem.

An outsourced CFO services provider can help you establish a sales coverage model that will help drive and sustain profitable growth for your company for many years to come.

Other articles in the profitability series can be found here:

Article 1: How to Drive Profitable Business Growth
Article 2: This page describes the second article.
Article 3: Driving Profitable Growth: How to Set Prices Throughout the Product Life Cycle

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