Some business decisions are
best made with hunches and "gut feelings." Establishing and
analyzing sales territories is not one of these decisions. To
avoid stagnation, you need to visualize the productivity of each
territory and salesperson. You have to know which customers are the most—and
least profitable. And where your best prospects are for continued
growth.
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| Opportunity |
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- Effectively manage and allocate limited sales staff
- Align coverage
- Balance workloads and expectations
- Meet projected needs
- Meet customer & prospect needs
- Expand service
- Target competitors
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| Process |
- Understand existing territories – analysis variables
relationship such as, customers, prospects, product coverage
and sales force location
- Understand sales force related variables – captive or
independent, level, product mix, customer mix, involvement
in process
- Build the in-house data file
- Determine alignment variables – coverage, number of
customers, prospects, size, existing sales, potential
- Determine number of territories – ideal or budgeted
- Align and optimize territories
- Balance with secondary variables
- Update internal databases
- Support roll-out process
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| Tools |
- Performance Analysis
- Map Analysis
- Alignment
- List Development &
Acquisition
- Model Requirements
- Channel Conflict Management
- Distributor Potential Studies
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Case
Studies |
Are We Missing
Sales Opportunities?
Managing
Manufacturers' Reps
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