Peak Industries' sales division employs twenty-seven (27) sales people who call on 1,400 customers nationwide. Total annual sales are $15.8 million.
You have been hired as the vice president of this division. Your initial calculation is that the average annual sales per sales person is only $585,000 and the average annual sale per customer is only $11,200. You regard this as unacceptable.
What steps would you take to maximize the division's performance?