Sales Territory Design
Optimal sales territory alignment is strongly connected to sales force performance. The best defined sales force territories will:
- Optimally align sales force effort with customer needs, ensuring maximum coverage of key prospects, and thus increasing sales and profits.
- Allows for a fair performance evaluation and incentive system, thus enhancing sales force motivation and morale.
- Keep travel time to a minimum, increasing face time with customers, reducing costs, and increasing morale.
Mercurial sales territory design approach combines a range of rich qualitative and quantitative elements, with the power of hands-on mapping tools to deliver a collaborative process around a complicated task. Our experience and tools create initial scenarios for sales force alignment around the key territory alignment objectives. The process is finalised through structured hands-on workshops involving key sales team members to determine the most appropriate and effective sales territory alignments.
Mercurial territory alignments have helped sales teams to maximise the business opportunities in front of them without being over burdened, and in all cases have gained strong commitment from sales managers.