Sales Territory Management
A Salesman in a territory with too much work is unable to cover all the value customers effectively. Salesman can make his goal just by visiting on the “easy customers”.Companies are fighting back with numerous initiative aimed at Improving sales productivity.
Sales productivity include :
- Sales force automation
- Account management
- Call centre/ sales service optimized
- Lead support system
- Enhanced training initiativeThe Benefit of sales territory management :1.Most sales territories are not the right size2.Sales territory alignment enhances customer coverage3.Sales territory alignment can increase sales4.Sales territory affects performance and rewards.5.Sales territory alignment reduce “visiting” time.
We are divide 3 criteria about sales territory :- Right size- Too small area- Too large area
Right size Too small Too large TotalBefore Alignment 52% 34% 14% 100%After Alignment 79% 13% 8% 100%
4 of steps of this process :
a.Determine alignment criteria and objectives
b.Develop masterlist and database of customer
c.Develop territory alignmentd.Finalize territory alignment review and modify with sales managers
d.Sales managers may want to use territory to study a map of the current alignment, evaluate the balance of work load , potential and experience with change to improve territory balance.
(a) (b) ( c ) axbxc Customer segment Sales annual calls Hours Customer Total hoursHospital > 300 Beds 100 aa bb cc ggHospital > 100 - 299 10 aaa bbb ccc gggHospital 100 1 aaaa bbbb cccc gggg
Successful company will implement a sales territory approach to the market place , enabling different customer and enhance sales.
Donni Noviandi Rafdi
Darell A.Donovan
Rakha A.Donovan
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