Sales Territory Design should support your sales strategy. In this presentation by Sales benchmark Index, you will learn the 3 goals of territory design and how to choose the one that best supports your strategy.
2. Best Practice Territory Design should support and align with your sales strategy Strategy scenarios Integrate acquired company’s sales force Achieve cost of sales reduction Segment sales force for focused selling into key markets Balance sales coverage for expanding and contracting markets
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4. Assessed through data analysis on the universe of prospects and accounts who can purchase your products/services
8. Territory Design Goals Optimize results by optimizing for one of three common goals: Focused Account Consolidation (Customer driven) Workload Leveling (Activity driven) Territory Compression (Cost driven)
30. Plan for accounts outside of major metro areas with indirect channels or inside sales
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Notes de l'éditeur
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