Dinesh Divekar
Business Mentor, Consultant And Trainer

We are small trading company into sales of various industrial products. What is the ideal Sales to support staff ratio especially for such trading companies?
Please guide.
Thanks in advance

From India, Mumbai
Dear Raga1628,

There is no fixed sales to support ratio. Your support staff will depend the volume handled and not necessarily on the number of salespersons. Strength of the support staff will depend on the following factors:

a) How many products are handled? How many SKUs are stored in the warehouse?

b) What is the size of the industrial products? How many loaders are required? Do you have equipment like forklift?

c) What is the size of the warehouse? What is the order picking turnaround time per order? Have you measured the average distance travelled per picker per order?

d) Where is the location of the warehouse? How many deliveries are made per day? What means are used to optimise the outbound vehicle movement?

e) Have you done ABC Analysis of the inventory? Has the warehouse been arranged as per the ABC Analysis?

f) What is the level of education of the staff working in the warehouse? How many of them have taken Diploma on Materials Management (DMM) or Diploma in Warehouse Management?

g) How do you measure the warehouse efficiency? Which measure other than on-time delivery is most important to you?

Please consider the above question, do the manpower planning and then come back to us. Correctness of the manpower planning can be checked thereafter.

About Heading of the Post: - You have given heading of the post as "Sales to Support Staff Ration". However, it needs to be corrected as "Number of Support Staff in the Warehouse of Trading Company".


Dinesh Divekar

From India, Bangalore
Thank you Mr. Dinesh for your prompt response.
When I mentioned support staff was referring to not only warehouse staff but also admin/hr/accts/it/operations etc.
Regarding the title of the post, was myself trying to change the title myself.

From India, Mumbai
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