Article Excerpt

Many organizations use an "index-based" method to balance territories. This method minimizes inequities across territories and ensures coverage for all clients, and it particularly effective when companies also employ a rigorous sizing and targeting methodology. In designing territories, some sales organizations have refined this approach to incorporate travel workload (which can be significant) and to directly include account profitability assessment. This paper explores appropriate situations for refining the means of designing sales territories, how to implement changes and what to expect from an alternative approach. ...

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About the Authors

Kelly Tousi is a Principal with ZS Associates.

Chuck Kawalek is a Senior Cartographer with ZS Associates.