For lack of balanced territories, too much effort is deployed against low potential customers and too little is deployed against many high potential customers. As a result, companies often leave millions of dollars on the table. A well-executed deployment process enables sales leadership to embed the intended strategy as communication and change management cascades through the sales organization.
- Enables to “do more with less” and increase sales productivity
- Enables to capitalize on opportunities by changing resources or modifying territories “on the fly”
- Enables to update territory alignments dynamically to reflect business realities such as changes to customer location and density, sales, market volume, brand strategy, etc
- Enables a smooth and robust process today for handling sales deployment changes requested by the field force