PHASE 10: TERRITORY DESIGN

Balance customer requirements, company revenue expectations and sales rep workload to grow revenues.

 

Everybody on the team can hit quota. Align A-Player talent to your best territories. Provide a data-driven approach to proactively attack accounts in your markets.

Rapid Diagnostic

1. You have proper coverage, which allows your sales reps to spend the right amount of time on profitable customers and prospects.

2. You believe you can find hidden sales opportunities by realigning territories.

3. You have defined objective criteria to use when designing territories.

4. You understand the workload requirements for each account and territory.

5. You understand the “ideal territory workload” for each sales rep.

6. You calculate and use account potential as a key input to your territory design methodology.

7. You have a process to handle account and territory assignment changes without upsetting your customer.

8. Your territories are dynamically realigned using reliable data with an intuitive process.

9. Your territories are designed with balance and are properly aligned with quotas.

10. Your best sales reps are assigned the territories with the most potential.

Deliverables

• Territory Design Methodology

• Workload Capacity Model

• Territory Potential and Goals

• Account Assignment by Territory

• Bottoms-up/Tops-down Modeling

• Transition and Communication Planning

Sales Strategy
Key Guidelines for Quota Relief in a Crisis [Cheat Sheet]
While many businesses are claiming “force majeure,” it is important to consider the impact our economic environment will have on your salespeople.  This pandemic will prevent business as usual for many companies.  Of all your employees, this has a disproportionate...
Read More
Sales Strategy
What Virtual Selling Means for Your ‘Field’ Sellers
Your field sellers are certainly not strangers to phone or web meetings, but until we’re clear of CoVid-10, that’s ALL they can do to continue selling. Does that mean your entire sales organization just shifted to an inside sales model?...
Read More
Sales Strategy
How a Sales Leader Manages a Remote Workforce
Sales leaders around the world have been adjusting to working from home while attempting to maintain a team-oriented environment. However, leading a virtual workforce eliminates the face-to-face interactions that so many businesses have relied on. How do you sustain personal...
Read More
Sales Strategy
Executing Your Reimagined Go-to-Market Strategy
Although the COVID-19 pandemic is creating challenges that businesses have never dealt with before, many leaders had already felt imminent market changes prior to the outbreak. Executives are now reimagining their go-to-market strategies and looking for minimal disruption, given the...
Read More