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Territory Design

When properly utilized, sales force alignments can be an extremely powerful sales force productivity tool. For most organizations however, the benefits of optimal alignments are too often overlooked, resulting in lost opportunities for improved territory efficiency and profit. For others, sales force alignment projects are a time-consuming, labor-intensive process, typically fueled by guesswork and assumptions. Managers are unsure how to accurately measure potential or which territory design criteria to choose, making it an overwhelming and unfruitful effort for the organization.

The result of such challenges is an unbalanced territory structure that is misaligned with the strategic objectives of the company. In the constant battle to minimize cost-of-sales, and alignments serving as a critical link to most incentive compensation programs, companies cannot afford to have inefficiently designed territories.

A sound Territory Management strategy addresses these kinds of problems to maximize revenues from territories and accounts. These methodologies help sales people and their teams:

Profile the territory or account
Determine where to focus for growth
Identify the best coverage strategies
Plan high impact activities to drive growth

Rich's Recommended Web Sites

ZS Associates

ZS Associates is a global management consulting firm specializing in sales and marketing strategy, operations and execution.

http://www.zsassociates.com/content.asp?tid=255

Territory Solutions International

Territory Solutions International provides a full range of field force deployment services. These services are designed to assist organizations with improvements to organizational productivity through enhancements to the territory design process. These services include all aspects of planning, organizing, analyzing, designing, deploying and aligning field sales and service personnel, with direct experience serving small, medium and large organizations. Territory Solutions International is also an authorized reseller for AlignStar® software from TTG, Incorporated.

http://www.territorysolutions.com/

CSO Insights

CSO Insights is a research firm that specializes in analyzing how companies are optimizing the way they attract, acquire and retain customers. Over the past ten years, CSO Insights’ survey of over 4,000 firms has become the benchmark for tracking the evolution of sales & marketing excellence initiatives. CSO Insights’ clients span multiple industries and include start-ups through Fortune 500 companies.

http://www.csoinsights.com/

Rich's Recommended Reading List

The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force by Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners

Sales Force Design for Strategic Advantage by Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer

Buy these books from Amazon.com

Have a question about this topic?

Then please just email me your question! If the answer is short & sweet, I will pop you back an answer. If the question requires further research, I will look into it and post the reply on my blog, AskRichBohn.com, to share with others. As always, you can email me at rich@sellmorenow.com !