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SALES TERRITORY ANALYSIS
Sales territory analysis is a low cost, high impact method for boosting the productivity of sales resources. Simply by balancing territories, companies can increase productivity and sales, whilst reducing costs.
The Analysis process:
- Set criteria and objectives
Balance workload, balance potential, minimise travel time and costs. - Understand the business structure
Reps, customers, prospect locations, existing territories. - Assess existing territories
Market penetration, numbers of customers and prospects, geographical area. - Territory Balancing
Balance and optimise territories with sales force involvement
- Output and rollout
Maps and statistics including boundaries, customers, prospects, market penetration levels and areas of high potential.
The benefits:
- Increased sales
Spend time with the greatest number of high potential customers. - Reduced costs
Spend less time on the road and more with customers and prospects. Significantly reduce wasted time and expenses. - Increased competitive advantage
Identify and target high potential areas and the most fruitful prospective customers faster than your competitors. - Increased sales force motivation
Achieve equitable distribution of accounts, achievable targets and level the rewards playing field
Download Sales Territory Analysis Brochure (PDF 3457KB)
