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Firms should be able to apply the time-based philosophy of revenue management to their sales forces. To do so requires a revision in the way most sales divisions traditionally have viewed salesperson time. Hence, a different type of proposed measure, revenue per available salesperson hour, is proposed to better integrate the value of the salesperson's time as a factor in sales potential and revenue calculation. This article seeks to (1) foster a positive perception of revenue management as a viable sales approach, (2) establish a framework for such a strategy, and (3) set a useful road map for facilitating execution.


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© Elsevier. Final version published as: Siguaw, J. A., Kimes, S. E., & Gassenheimer, J. B. (2003). B2B sales force productivity: Applications of revenue management strategies to sales management. Industrial Marketing Management, 32(7), 539-551. doi:10.1016/S0019-8501(02)00278-X.

This version of the work is released under at Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License. Reprinted with permission. All rights reserved.

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