Sales Force Deployment for a Mortgage Company
Issue
A mortgage company was significantly underperforming competitors in the California market.
Results
ZS discovered that salespeople did not have the capacity or motivation to reach all customers in their market. Sales were dramatically lower as the distance between the sales representative’s home and the broker increased. ZS created a sales force deployment that increased the number of sales representatives and improved reach and frequency into the broker market.
Approach
ZS developed a market overview for each county in California including market size, growth trends, and client sales history. This data populated the ZS Javelin™ Territory Designer geographic software and was used to design territories for the sales force. ZS collaborated with sales managers and incorporated their local marketplace knowledge to improve the sales force deployment recommendation.