In
order to design sales territories that are right for
your business, we will work with you to:
1. Understand your business goals...
We tend to work directly with senior management and
usually involve representatives of your sales team.
This helps us understand your business and where it
is in its lifecycle, ensure all objectives
are taken into account, and that any changes to your
territory design are embraced without major issue.
2. Assess current sales territories or other regions...
Customer concentration, market and new business penetration,
channels,
'sales-person to customer' relationships, distribution
centre locations...
3) Take account of any planned changes...
Moving into new areas, new products or services, increasing or reducing the size
of the sales team whilst minimising risk and any loss
of sales...
4) Design
your sales territory maps and structure...
...to ensure each sales person has an equal share of
opportunities and the time to correctly service each
of their allocated accounts.
Our
geographic segmentation and balancing process involves
weighting and modelling business, sales
and other relevant data (including scoring
'influencers' - people who champion your products or
services) to model call frequency units and produce a set of map designs
for review.
Data used could include:
customer, account type and
'influencer' location, call frequency, visiting
patterns,
profitability, value
or degree of influence
to your business, demographics, drive
times and optionally competitor data.
We also take account of home or work locations for each
sales person and the position of any sales outlets,
and with any new territory design, we endeavour to preserve
existing 'sales-person to customer' relationships
and optionally maintain as much of existing territory
boundaries as possible.
More information...
