This workshop offers perspective on developing an end-to-end territory management process; from territory optimization through ongoing maintenance and sales crediting.
Few management decisions have a greater impact on sales productivity than territory assignments. Well-designed territories allow quick response to dynamic market conditions and changing customer coverage requirements.
This workshop offers perspective on developing an end-to-end territory management process; from territory optimization through ongoing maintenance and sales crediting. Included are case examples and practical lessons from organizations that have realized cost savings and revenue gains through optimized territories.
Key topics covered include:
- Elements of an effective territory management process
- Fundamentals of territory design optimization
- Territory management trends and practices
- An overview of technology tools enabling automated management and data integrity
- Assessing your territory management practices
- Guidance on practical improvement opportunities
