The document outlines best practices for sales territory design, emphasizing alignment with sales strategies and goals such as focused account consolidation, workload leveling, and territory compression. It details data analysis approaches to optimize territory effectiveness, including named account, industry, sales frontier, and metro compression analyses. The final sections encourage assessing data availability and in-house talent in territory design planning.

1. Sales Territory Design: Aligning to your StrategyAre you ready to be world Class?

2. Best PracticeTerritory Design should support and align with your sales strategyStrategy scenariosIntegrate acquired company’s sales forceAchieve cost of sales reduction Segment sales force for focused selling into key marketsBalance sales coverage for expanding and contracting markets

3. Key Inputs into Territory DesignMarket Potential

4. Assessed through data analysis on the universe of prospects and accounts who can purchase your products/services

5. Sales Workload

6. Determined through the use of activity models and the consideration of time/cost/resource allocationsTerritory Design ProcessThis presentation is focused on concepts that support steps 1-3 in the process. Namely:Territory design goals

7. Data analysis approachesTerritory Design Process

8. Territory Design GoalsOptimize results by optimizing for one of three common goals:Focused Account Consolidation (Customer driven)Workload Leveling (Activity driven)Territory Compression (Cost driven)

9. #1 Focused Account Consolidation Main driver - need greater effectiveness in specific accounts or market segments that contain the best “opportunity”. Benefits:Increased average transaction size

10. Increased conversion rate

11. Increased upsell/cross sell transactions

12. Increased share of wallet

13. Increased new customer acquisition

14. Protected relationships with high value customers#2 Workload LevelingMain driver – need greater effectiveness by redefining territories to eliminate imbalances in account and opportunity distribution. Benefits:Balanced performance across sales territories

15. Increased average transaction size