Sales Territory Design should support your sales strategy. In this presentation by Sales benchmark Index, you will learn the 3 goals of territory design and how to choose the one that best supports your strategy.

1. Sales Territory Design: Aligning to your Strategy Are you ready to be world Class?

2. Best Practice Territory Design should support and align with your sales strategy Strategy scenarios Integrate acquired company’s sales force Achieve cost of sales reduction Segment sales force for focused selling into key markets Balance sales coverage for expanding and contracting markets

4. Assessed through data analysis on the universe of prospects and accounts who can purchase your products/services

5. Sales Workload

7. Data analysis approachesTerritory Design Process

8. Territory Design Goals Optimize results by optimizing for one of three common goals: Focused Account Consolidation (Customer driven) Workload Leveling (Activity driven) Territory Compression (Cost driven)

10. Increased conversion rate

11. Increased upsell/cross sell transactions

12. Increased share of wallet

13. Increased new customer acquisition

15. Increased average transaction size

16. Increased number of deals per period

17. Greater quota attainment

19. Increased selling time

20. Lower cost of sale

23. Typically used in support of the Focused Account Consolidation goal

25. Limit the future territories to the key industry verticals

27. The outer frontier of performance for similar territories sets the bar for territory definition.

29. Largest concentration of target accounts exists in the smallest geographical area

30. Plan for accounts outside of major metro areas with indirect channels or inside sales