Sales Team Optimisation
Sales Team Optimisation helps you improve the utilisation of your sales team to deliver better customer satisfaction and cost-effectively.
Raise Sales! - Sales Territory Mapping | B2B Targeting...
Sales Team Optimisation helps you achieve your goals
Running a sales team is a balancing act. You want to take advantage of market potential which means maximising coverage. But you also need to drive efficiencies, which means cutting waste. Sales Team Optimisation helps you achieve both goals with data-driven decision-making to mitigate human bias. While the sales territory mapping software adds increased rigour and accountability to territory planning and team activity, our consultancy service ensures that we maximise all opportunities, taking account of predicting future sales for all accounts plus accounting for workload and account visit frequency. That means improved team utilisation, higher customer satisfaction, and increased sales achieved more cost-effectively.
Taking our consultative approach, built from our learnings from undertaking multiple territory optimisation projects – together with our unique sales territory mapping software – we help align your internal and external sales force strategies. You will be able to target the right customers in optimised sales territories, maximise coverage, see where to recruit new headcount, and view current team base locations, applying workload calculations together with a host of other metrics.
Sales Team Optimisation helps you develop sales territories across your teams with clearly defined sales potential, by delivering all the facts and figures you need to set the right sales objectives and deploy your people effectively.
The system explores options in terms of:
- Granular customer segmentation.
- Improved market targeting.
- Channel selection based on sales-potential.
- Team activities based on sales-potential.
- The right-sized sales team with an achievable workload.
When might you need it?
- When your business expands or you want to increase sales with your current headcount.
- When sales performance is patchy, stagnant & targets are routinely missed.
- When salespeople leave, should you recruit, or redistribute the workload?
- When recruiting where, and how, does that affect your territories?
- When business is down, and you’re considering reducing field team size whilst maintaining effective coverage.
- When HR need objective data to support your decisions and/or new competitors are entering the market.
- When sales territories were created years ago and are no longer fit for purpose because customer segmentation is out of date or inaccurate.
- When you have a new product or customer focus.
- When you are merging with another company and are left with multiple territory boundaries and overlapping coverage.
Sales Team Optimisation - what are the results?
Data for decision-making. Well-balanced sales teams and territories to action those decisions. Tools to monitor the outcomes.
Customers & Sales
- A focus on more profitable customers
- Extended customer and prospect coverage
- Rep-to-customer key account relationships preserved
- Customers and prospects all allocated to a territory
- Forecasting at both individual account and territory level
Team – more level playing field
- Equitable allocation of customers and prospects
- Balanced and more fairly distributed workloads
- Equalised sales potential in each territory
- Equalised rep-to-customer drive times
Territories / Efficiency / Costs
- Cost and revenue implications understood for each sales territory
- More effective sales visits per rep per day
- Easy allocation of leads with accurate territory postcode and zip code data
- Customer allocations for each sales territory or service area
- More efficient travel
- Guidance on where geographically to recruit new team members
- Identification of geographic areas needing a higher headcount to maximise new business opportunity
OUR 4 STEP APPROACH
Field Force Optimisation
All organisations have unique needs in this area. As such, we tailor each project and Territory Runner system to suit different data, varying circumstances and budgets.
How we helped 123SEND
“We knew that to ensure the success of our new field-based sales force, we needed a company that we could partner with and trust. Tech4T delivered everything that they promised (and more), they had the quality of approach and focus that made the whole process run smoothly and delivered everything on time and to budget. Graham and the team come highly recommended.”
– James Coe, Head of Sales, 123 Send Ltd.
