At a time when every company is trying to do more with less, efficient territories have become a business imperative. Well designed territories help you maximize coverage and revenue, reduce travel costs, and set every rep up for success. But can your company’s territory planning process keep up with today’s pace of change?
Traditionally, sales territory planning happens only once a year. Led by Sales Ops, this process tends to be drawn-out and tedious, often relying on convoluted spreadsheets that can quickly become outdated. Even when a territory map is drawn well, it eventually expires. Worse, sometimes the plan becomes irrelevant before a company even implements it thanks to faulty assumptions and stale or inaccurate data.
But we’re in a new age of territory planning. Today, companies can ditch the spreadsheets in favor of an intelligent, automated tool that creates data-driven territory models in a fraction of the time. They can embrace a collaborative approach, collecting feedback and securing buy-in from key stakeholders all in one place. And they can anticipate and respond to market shifts with ease___ adopting a process that’s ongoing and iterative, so they can optimize coverage even as conditions evolve.
This guide will teach you how to tailor your territory planning process and allocate your resources efficiently for success now. With key capabilities in your toolkit — from real- time analytics to data visualization to scenario modeling — you can set your teams up with optimal territories so they can deliver the revenue your organization is counting on.
Included Contents in this e-Book :
- Begin with quality data
- Segment your market
- Draw your territory map
- Roll out territories at scale
- Plan to iterate
This article is posted at salesforce.com
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