Outside sales is a very cost-intensive sales channel. But if managed optimally, it’s also a major turnover and growth driver. To ensure sales effectiveness, you need to proactively align your sales structures to current market and company realities.
Our sales territory consultancy answers these questions and helps you optimize your sales structure for better market coverage, exploitation and efficiency. We do this by carrying out an in-depth regional analysis of your existing structure. This takes into account your criteria and goals, existing customer relations, infrastructural elements as well as geographic and cultural factors. We create a unified data model, and calculate your regional market potential. This is the basis for fairly distributing workload and regional turnover potential among your sales force members. We also model various scenarios to find the best fit, while guiding you every step of the way. To ensure a smooth implementation, we play many roles throughout the optimization process, from data analysts, scenario planners, and discussion hosts to change managers and business advisors.
Our experts design a structure that’s customized to your unique goals and criteria, with a focus on improving your efficiency and exploitation of potential. We pinpoint both underperforming regions and hidden champions so you can better distribute workload, gauge your market share and identify areas of untapped potential. Our impartial expert advice helps you overcome frozen structures, disorganization and resistance. We get everyone onboard with the changes through our transparent approach, many years of experience and objective arguments. Our detailed expert scenarios let you plan reliably and flexibly, and select the best option for aligning your sales territory structure with current market conditions and company goals. This makes both the implementation and future adjustments easy and straightforward, which optimally positions you for the present and future.
We guide you through a proven change process and deliver objective results and benchmarks from one trusted source. We offer: