Sales assignments typically come in two forms: named accounts or geographic territories. The approach to analyzing and designing the best territories should consider several important factors:
Using analytics and benchmarking, sales leaders must regularly evaluate deployment decisions to drive results:
Optimally sized sales organizations and well-balanced territories can yield 10-20 percent increases in sales productivity and may even generate cost savings.
For sales leaders, territory design is a critical discipline to unlock productivity and keep sales costs in line. Interested in learning more about the Alexander Group’s Sales Territory practice?
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