Sales force sizing and structure - How Does Benchmarking Help Me

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Sales organization structure requires balanced sales territories and correct resource planning. A sales consulting firm can perform the proper sales analysis and produce optimized territories while you focus on achieving your sales goals. A presentation by Sales Benchmark Index.

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  • Contact us if you would like to understand how you can size and structure your sales organization leveraging benchmarking best practices.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com
  • Sales force sizing and structure - How Does Benchmarking Help Me

    1. 1. Sales Force Sizing and Structure<br />How Does Benchmarking Help Me?<br />
    2. 2. $200B Oil and Gas Producer faces:<br />Mature market with too little growth in existing sales territories<br />Large Cost of Sales that must be reduced<br />Sales Leader wants to remove cost while restructuring territories for growth<br />The Situation<br />
    3. 3. What Did Not Work<br /><ul><li>All of these produced negligible results:
    4. 4. Quotas were increased
    5. 5. Rep to Manager ratio was decreased in an effort to manage more closely
    6. 6. Marketing activities and expense were increased in every region </li></li></ul><li>What Did Work<br /><ul><li>Territory Design analysis identifies an imbalance between assigned accounts and sales volume
    7. 7. Customer grading determines sales support model
    8. 8. New territories designed to ensure each rep has right type & number of accounts
    9. 9. Performance management analysis highlights need for territory dashboards</li></li></ul><li>Sales Territory Analysis (Example)<br />Territory Design Based on Optimized/Balanced:<br /># of Customers<br />Customer Volume<br /># of Prospects<br />Prospect Volume <br />
    10. 10. Geo-proximity Analysis(Example)<br />Assigned Prospects have geographic proximity to main Terminal<br />5 digit zip code/radius<br />3 digit zip code/radius<br />Geographic Proximity Radius – likely to be favorable economics? <br />Zip Code #1<br />Zip Code #2<br />COP Terminal Zip<br />Zip Code #3<br />Zip Code #4<br />Zip Code #5<br />
    11. 11. Territory Balancing (Example)<br /><ul><li>Customer Volume and Count assignments are now more in balance
    12. 12. 60% Volume and 40% Count weights drive the territorial boundary definitions</li></li></ul><li>Customer Grading (Example)<br /><ul><li>Analyzed Average Volume by Customer
    13. 13. Determined break points for servicing via inside sales vs. field sales</li></li></ul><li>The Solution<br /><ul><li>Redefined 314 territories
    14. 14. Field sales calls on prospects closest to main terminals
    15. 15. Lower grade customers transferred to inside sales
    16. 16. 34 field sales reps replaced with 14 inside sales people
    17. 17. New Performance Management dashboards monitor weekly results</li></li></ul><li>The Result<br />
    18. 18. Learn More<br />Contact us to hear the rest of the story...<br />Email - info@salesbenchmarkindex.com<br />Phone - 1-888-556-7338<br />Web: http://www.salesbenchmarkindex.com<br />

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