OneSourceInfo: Do “More With Less” By Optimizing Your Sales Territories
Do “More With Less” By Optimizing Your Sales Territories
In these challenging economic times, Sales Leaders are being asked to do more with less. To achieve the same sales goals, but with fewer selling resources, less travel, less spending etc.
Therefore, optimizing your sales territory design and aligning your finite resources with the best sales opportunities is more important than ever before. The good news is, sales territory design is completely controllable and can be altered in line with your changing business needs.
When designing or revising sales territories, I recommend this three-step process:
1) Start with the opportunity and work backwards
2) Determine your coverage and touch strategy
3) Design your sales territories
http://insight.onesource.c
Therefore, optimizing your sales territory design and aligning your finite resources with the best sales opportunities is more important than ever before. The good news is, sales territory design is completely controllable and can be altered in line with your changing business needs.
When designing or revising sales territories, I recommend this three-step process:
1) Start with the opportunity and work backwards
2) Determine your coverage and touch strategy
3) Design your sales territories
http://insight.onesource.c