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Step
1: Audit |
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This
stage includes the review of the current
territory design, field structure, opportunity
per territory and the current degree the design
is linked to the objectives and strategies of
management.
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Step
2: Analysis |
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This step will
include review of the market, customer base, key
account characteristics, target customer
profiles and vertical market opportunities. We
will also evaluate your organizational process
that drives growth and productivity.
This information will allow us to provide
territory designs that will show optimum sales
force size and a coverage model that maximizes
both revenues and profits.
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Step
3: Design |
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The design is critical
and determines optimum use of existing sales
people. It will create balanced territories and
minimize travel time. We provide you with
recommendations regarding the placement,
realignment and deselecting of current sales
personnel. Furthermore we look at turnover rates
and make recommendations for staffing levels and
recruiting efforts.
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Step
4: Approval |
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We
review our study findings and proposed design with the
senior management to ensure that it is in line with the
company goals, strategies and objectives. During this
interactive step we bring in your field managers to
apply the local knowledge that is critical to completion of
the design process. This is where final changes and
adjustments are made to fine-tune a comprehensive
focused coverage model. This stage normally creates a
strong field management ownership and is where we
develop the implementation strategy for deployment.
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