Measuring sales force effectiveness is more than simply counting revenue or customer wins. True effectiveness metrics consider performance in the context of available opportunity, and the productivity of assigned sales resources. Using this approach as the basis for deploying salespeople and defining their territory assignments yields powerful productivity improvements - and more effectively deployed sales organizations.
This Sales Management Association webcast explores the use of sales workload measurement, geographic potential estimates, and key performance drivers to establish multi-criteria weighting models for intelligent territory design. These complex sales analytics are available to all sales organizations; common practices and benefits associated with their use are outlined in detail.
Presented by Mapping Analytics' Cindy Reid.