August 2012 special issue--Sales & Sales Staffing Standards

Newsletter Details

16 pages. This special issue explains how much time and resources a project-based creative firm should devote to sales activity ... the alternatives to sales staffing ... when a firm becomes large enough to employ a dedicated salesperson ... what to look for when hiring ... the ratio of salespersons to creative staff ... the three different ways to compensate salespersons and the advantages and disadvantages of each ... and a principal's ongoing role in sales activity.