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Territory Alignment
A good sales territory alignment enhances customer coverage, increase sales force performance, reduces the travel time and provides equal opportunity to every sales person to perform and achieve the goals and incentives.
The Challenge:
Resizing, restructuring and sales strategy changes make territories imbalance in term of sales potential, workload, travel time etc. Value Edge believes following are the key reasons for territory Alignment
- Missed revenue due to poor coverage of potential targets and prospects
- Inefficiencies due to duplication of efforts among sales team members
- Inequitable territories resulting in rewarding the size of the territory rather than individual effort
- Poor or excessive customer coverage due to territories too large or small
Value Edge solution:
Our typical territory alignment engagement is structured around 3 phases - Alignment Audit, Territory analysis and Territory Optimization.
- Alignment Audit
- Understand current territory plan - Regions, territories, Workload, Potential and other key metrics
- Understand the no. of territories that the client needs
- Sensitivity Analysis
- Territory Location Analysis
- Identify the territory headquarter location
- Territory design analytics with a view to obtaining rough territory layouts
- Territory Optimization
- 1:1 discussions with Territory/District Managers to refine outputs
Our Deliverable:
More balanced territories with a deviation of 10-15% from optimal territory design.
Asia
418-419 International Trade Towers
Nehru Place
New Delhi 110019
INDIA
email: info@valuedgeindia.com
Europe
Paris, France
email: info@valuedgeindia.com
North America
Boston
email: info@valuedgeindia.com