Any company with a direct sales force has lots at stake in efficiently deploying its sales resources. Yet few sales organizations structure sales territories with a rigor approaching even the most routine analysis used by other “deployment” functions in the firm, such as that used by supply chain departments in optimizing delivery routes, or service organizations in managing manage mobile service technicians.
Firms who use an analytical approach to optimizing sales territories stand to unlock a significant productivity gain. In this Sales Management Association webcast, TerrAlign’s Ken Kramer reviews the fundamentals of effective territory organization, builds a case for optimization, and reviews case examples of firms who’ve realized sales and profit gains of up to 12% and travel expense reduction of up to 15% - without adding headcount.
Specific topics addressed in this webcast include: territory design best practices; factors impacting territory success; when to expand or reduce a territory; territory design’s impact on sales incentive compensation costs; and optimized territories’ impact on sales organization performance.