Territory Design
Increase Sales by Improving Your Sales Force Deployment
Effective sales force deployment ensures the maximum coverage of valuable prospects and customers by the company’s sales force, but it is a complex problem. Companies must design sensible territories, assign the most appropriate sales personnel to specific geographies or accounts, and accurately target profitable customers. ZS helps clients address key sales force deployment questions such as:
- How should accounts and/or geographies be assigned to territories to ensure balanced workloads, fair earning opportunities, and maximum coverage of target accounts?
- Where should district and regional boundaries lie?
- How should territory, district, and regional designs be aligned across sales teams?
- Which personnel should be assigned to each territory to minimize customer relationship disruption and relocation costs?
- Where and how should territories be added, redrawn, or removed as market and company conditions change?
ZS has designed and implemented sales territories for over 700 companies around the world. We have learned that the territory design problem comprises significant qualitative and quantitative elements and so the process to reach the best solution must be both technically sophisticated and organizationally collaborative.
We combine our proprietary software with hands-on input from multiple levels of the client’s organization; the process is simultaneously high-tech and high-touch. Our software uses complex data to create an initial territory layout that maps optimal account coverage. The wealth of non-quantifiable information that resides in the people of the organization, however, must be incorporated into the final territory design to ensure the most effective deployment plan, and this requires a structured and purposeful collaborative effort. Our sales force deployment approach enables clients to achieve:
- Increased sales and profits from the sales force investment
- Improved performance and morale amongst sales people
- Stronger sales manager commitment to the deployment plan
- Greater continuity and stronger relationships with customers
ZS helps organizations apply leading methods, tools, and processes to ensure the sales force investment produces the best possible coverage of the desired market. Our territory deployment solutions are implemented the majority of the time, a reflection of the strength of the method we employ.