GfK study on sales territory optimization
GfK recently researched planning practices among German companies with outside sales forces. The resulting study demonstrates that the complexity, speed of change and diversity of tasks in sales have further increased in recent years. Heads of sales use professional planning tactics, but usually only when forced to respond to an immediate need. GfK's analysis highlights improvement opportunities, which include viewing sales optimization as a strategic task, using objective and potential-oriented optimization criteria and embracing a professional approach to change management.