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Contact "We have used Tech4T twice now to support us with realigning our sales force territory boundaries. Each time they have listened to our requirements and worked with us quickly and efficiently to help us create an optimum structure that meets both the needs of our business and those of our customers"
Shilpa Patel
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Despite the field sales force being a major revenue driver, most companies still operate with unbalanced sales territories. Over 40% of field sales staff have either too little, too much or the wrong kind of work, and on average, spend 20% or more of their time travelling. Poorly aligned sales territories, visiting the wrong customers, and/or having a sales team with skills that don't always suit the product or service offered, can cost anything from 2.5% to 10% in missed sales each year, let alone the cost of lost efficiency. That can be a huge loss of revenue however you look at it! Several major issues point to misaligned sales territories: Your sales team complain their territories are unfair as they have to manage different workloads with varying levels of opportunity.
You therefore need to create the right workload and sales potential for each sales person, correctly allocate territories based on the right postal geography, and identify the ideal locations to position new staff to exploit market opportunity and fill gaps in coverage. Sales territory planning solution Sales territory planning, performance optimisation and capacity planning is far from simple. It is far more than mapping and requires resource skills of the right kind together with the time, data and analytical tools, and commitment to continually measure and realign territories to maximise field sales performance. Tech4T can help.
The benefits of matching the right sales people to the right customers at the right time, and in the most efficient, effective and timely way, is obvious. As is the benefit of delivering sufficient new leads to the sales team with the knowledge that every lead will be worked in full - no cherry picking or leads left unfulfilled. We work with you to understand your sales process and specific challenges, then identify your customers and see how their locations compare to high potential market hot spots and to sales person base locations. We can undertake customer recency, frequency, value and visit analysis, including looking at buying trends by product group, and review sales achievement by individual sales person together with their supporting internal team. We also take account of market penetration and potential, and the volume of new enquiries.
This is typically
followed by a re-alignment of territories to
allow sufficient sales time to be allocated with
each type of customer and prospect. We take account of each individual
sales person's capability and performance,
customer-to-sales person relationships, and identify
the best locations for recruitment.
We can optimise call sequencing, schedules and journey planning that take account of required call frequency, seasonal trends, preferred call times and days... whatever you need. This helps minimise travel, save on fuel costs and maximise selling time. We can also help with the automation of data collection - recording the outcome of visits and feeding them back into the system to refine who to see and when. The last stage is the continued sales performance analysis. In fact the process rarely finishes and is hence termed 'closed-loop' - where the resulting sales intelligence then drives a refinement of the varying selling, marketing and HR recruitment stages on an on-going basis. We can offer a tailored solution that encompasses any or all of the above points, but this page focuses on one of the most overlooked element, that, by itself, will deliver a significant increase in sales performance whilst reducing cost... Territory Design
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Or you have combined sales
teams following a company merger resulting in
overlap or team members 'passing on the road'. Maybe your territories
haven't been examined in the last 2-3 years
or are based solely on sales history and don't
take account of future potential. Or perhaps a new
product line requires changing the deployment of
your sales resource?
Setting the scene
Territories
are analytically balanced using relevant sales
and demographic
data, and optimised to take account of
underlying drive
times so sales staff can spend more time with the
right customers.