The second in a three part series on sales resource utilization.
Sales forces are continually pressured to improve productivity. As a result, many leaders’ first response is to focus on improving salesperson effectiveness. But many overlook the significant productivity gains that come from improving efficiency, including those from improving resource allocation in order to maximize opportunity coverage and sales capacity.
In this three part series, we examine approaches to maximize sales resource utilization. The series includes three sessions on three essential topics. These are (1) analyzing the existing coverage model and market trends using geospatial data, (2) optimizing resource deployment through aligned sales territories and assignments, and (3) executing with enhanced support for route planning and scheduling.
Establishing Territories and Salesperson Assignments
In the second session, we consider the fundamentals of territory alignment, reviewing best practices for designing territories that balance potential, workload, and capacity, thereby maximizing salesperson productivity.