Random House Maintains Large Salesforce While Others Cut

It might be a smart move, according to Mike Shatzkin (Random House maintaining a big field force while the industry wisdom is to cut):

Is a large field sales force still a good idea? Dad died 10 years ago, but I am pretty sure he would think it was. He’d be very pleased to see what Random House is doing. They are maintaining a force of well over 100 reps in the field (among several different sales organizations with defined product or account specialties) while everybody else is cutting, usually from a much smaller base. They are, as he did, operating contrary to the contemporary practice and reasoning of all other publishers.

Read much more at The Shatzkin Files.

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