The third 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.
Route Planning and Call Scheduling
In the third session, we consider best practices in route planning and call scheduling. Many organizations overlook implementing processes in these areas, though they can help salespeople maximize call productivity in ways that yield improved productivity.
View parts two and three:
Part Two: Establishing Territories and Salesperson Assignments
Part One: Analyzing Sales Coverage Using Geospatial Data