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Sales Territory Design & Mapping
Our company designed Sales Territory Map, a powerful territory mapping tool that allows our experienced alignment analysts to create territories that are geographically contiguous and balance workload among territories. We've helped hundreds of companies map and re-balance their sales territories in the US and Canada.
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Customer Segmentation & Targeting
Segmentation is the process of categorizing all existing and potential customers into specific groups for the purpose of having a defined plan of action for each group. The process of creating a segmentation varies widely by industry and with the different types of data that are available, for example:
For pharmaceutical companies, we have decades of experience segmenting prescribers by brand and market potential using IMS/ IQVIA data.
For medical device companies, we may use hospital databases with information such as the number of licensed beds or other demographic data.
For manufacturers, we often work with customer databases, SIC or NAICS databases, and third party list providers.
For franchisors, we make use of the huge amount of census data at the ZIP code level on population, housing, age, and income. -
Sales Force Sizing
One of the benefits of a good customer segmentation is the ability to allocate calls, sales hours, or other resources to evaluate the optimal amount of sales force effort required for each customer type.
When optimal call levels are combined with geographic constraints, it allows us to find the optimal sales force size -
Reporting, Dashboards, KPIs, & Representative Feedback
CRM systems are great at providing the daily information needed by the sales force to manage their territory, but sometimes there are specific metrics / KPIs that you need to highlight for immediate action. We help companies of all types with custom reporting capabilities to get the information you need quickly.
Additionally, there are times when you need to collect information quickly from your sales force. Let us be the central contact for everyone to send their information to, so that we can clean and summarize for you. -
Call Planning
Many companies make the mistake of providing their sales forces with the same action plan for all territories in the nation. An optimal call strategy is one that has been modified for individual territory geographies. A territory with above average potential, for example, will need fewer calls on the best customers in order to leave time for additional prospecting with new customers.
Quarterly or semi-yearly call planning exercises with individual sales representatives ensures that the representatives are focusing on the right targets with the right frequency. -
Quota / Goal Setting & Incentive Compensation
A good incentive plan drives the right behavior. Sales people are experts at maximizing their own compensation. Setting their goals, quotas, and objectives in a manner that aligns with the top and bottom line financials that you'd like to see will go a long way.
The same decisions that go into creating optimal alignments, sales force sizes, and call plans should be used to drive your incentive compensation plans.
