article | March 18, 2014
Get the Sales VP’s Attention with This Enablement Tool
As a sales enablement leader do you think about sales territories? Have you been asked if they’re optimized to market potential? Have you thought about developing a process that changes the organization? If yes, keep reading.
Sales enablement is much more than training and teaching sales funnel management. B2B organizations are making sizable investments in sales enablement tools. These investments require change. And with change, comes resistance. And opportunity to improve your enablement value.
So how can you influence change within the organization? One way is implementing a sales territory alignment process. Territory design is connected to sales force performance. Enabling successful territories can turn a reluctant Sales VP into a change champion. The key is to make them believe it is their idea. Download the Sales Territory Designer to grab their attention. These 7 tips will help you get there.
What is Sales Territory Alignment?
The definition is fairly straightforward. It’s a sales force exercise in which accounts are assigned to salespeople. Some territories are grouped by geographic area. Others can be defined by any number of user defined metrics.
The alignment process can be tedious and time consuming. Optimization takes accurate data, precision, and hours of work. The process can be managed with sales territory alignment software. It requires calculating the impact of every adjustment. The best software will be challenged. Fortunately, specialized territory management tools are available to help. You should use them.
Why is Territory Alignment important?
To break down the barriers to change, it is vital to demonstrate the benefits. There are three key ones:
When is it appropriate?
Although the frequency of sales territory changes vary, they are constant. In fact, many firms make major realignments every couple of years. It’s likely you have an opportunity now to improve the process. Changes can occur under these circumstances:
Do you remember the questions at the beginning of this blog? Are your territories optimized? Are you capturing as much of the potential as possible? Have you effectively established a repeatable process to change the organization? The answer is hopefully yes. But if you are not doing this, start now. It’s time to realize the benefits of your territory alignment implementation. Download the Sales Territory Designer to ensure your success.