Case Study – Territory Optimization: A Critical Component to Manheim’s Sales Strategy Evolution

Nov 29, 2017


As North America’s leading provider of vehicle remarketing services, Manheim connects buyers and sellers to an extensive wholesale vehicle marketplace and auction network. Its 18,000 employees enable Manheim to register about 8 million used vehicles per year, facilitate transactions representing nearly $57 billion in value, and generate annual revenues of more than $2.6 billion.

Managing the firm’s sales force requires coordinating complex deployment decisions, performance reporting, and frequently changing territory assignments, quotas, and incentives. In this presentation, Manheim’s sales operations leadership discusses how the firm has gone beyond managing processes to optimize and integrate each component of its sales performance management approach. Specific emphasis is given to detailing Manheim’s approach to territory optimization.

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