APPROACH
Leveraging our analytical experience, we:
- Identi?ed factors and metrics that in?uenced territory optimization, market potential, and performance of sales reps
- We then designed an intuitive framework to enable realignment decisions from the customers’ perspective
- The next step involved the creation of a recommendation engine that could identify characteristics of pro?table territories and, based on both historical data and business knowledge, determine changes that would further optimize territories
KEY BENEFITS
- The solution provided better visibility into district and territory performance based on advanced analytical/ recommendation engine
- It enabled ‘what-if’ analysis and better decision making on territory realignment
- Allowed real-time KPIs to monitor and optimize deployed territory plan
- Integrated the mapping solution with the Salesforce.com platform, combined with role-based visibility / controls
RESULTS
The client’s sales leadership was able to make informed and effective realignment decisions, resulting in:
- Increased average market share across sales reps, garnering higher rep satisfaction
- Reduced turnaround time for decision making, leading to more sale time for the district leadership team
- Reduction in cost by 60%, with the replacement of their legacy tool with our solution
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