If your company's territory infrastructure is not aligned to evolving business needs, sales performance, customer loyalty and staff motivation will suffer. Even small improvements in territory design and customer allocation can quickly deliver increased sales and business efficiency.

Territories generally under perform where the geographic segmentation model is out of sync. with customer value, and to ensure a robust approach is taken, we suggest you consider these points:

There are many other factors that need to be considered when balancing your territories, or when optimising service or distribution regions.

For instance, ensuring the area has sufficient market potential for your products and services, that the right customers are paired with the right products and offers, and that there is sufficient margin to support the sales cost.

There is little point in having an expensive sales resource spending time and effort on customers where the rewards are unlikely to justify the expense.

We can address these points by combining territorial mapping with sales targeting insight. This optimises territories AND will steer the sales team as to which customers to contact and when. 

And should there be a need to downsize (or upsize) the sales or support teams, we can provide some unbiased input to territory reorganisation that will minimise the risk of any HR issues.

If you would like to explore how we can help, please call on +44 (0)1733 890790 or alternatively use our contact form.