Sales Team Optimisation
Improving the utilisation of your sales team to deliver better customer satisfaction and more sales cost-effectively.
Running a sales team is a balancing act. You want to take advantage of market potential which means maximising coverage. But you also need to drive efficiencies, which means cutting wastage. Sales Team Optimisation helps you achieve both goals with data driven decision-making to mitigate human bias whilst adding increased rigour and accountability to territory planning and team activity. That means improved team utilisation, higher customer satisfaction and more sales achieved cost-effectively.
If your company has an internal or external sales force and you want to align their strategy to target the right customers in mapped territories that optimise coverage, headcount, customer contact time and a host of other metrics then Sales Team Optimisation is for you.
Sales Team Optimisation helps you develop sales territories with clearly defined sales potential and workload by delivering all the facts and figures you need to set the right sales objectives and deploy your people effectively.
The system explores options in terms of:
Data for decision-making. Well-balanced sales teams and territories to action those decisions. Tools to monitor the outcomes.
The identification of critical changes if your sales or service team isn’t performing as you need it to.
Benchmarking your current territory structure will give you the story of your team’s activity and outcomes. It will deliver the data for informed decision-making on the steps needed to optimise your sales team and territories to meet company targets.
Results are presented in a mix of mapping visualisations and charts & graphs & can be explored in-depth through filtering and zooming in Territory Runner.
Build and configuration of a Territory Runner system. Loading of consolidated data for analysis, data visualisation and mapping.
Understand if company targets are being met consistently by all the team.
Understand team productivity, geographic coverage & sales performance
Opportunity Targeting uses advanced data analytics to identify the accounts and prospects worth pursuing and those not worth your time.
Get this right and sales will flourish, with more of the right kind of customers being visited each day. Get it wrong and your team will find their time eaten up by unsuitable prospects, distracting them from high-value opportunities making it harder to hit the target.
Customers who currently receive visits, but whose value doesn’t warrant the attention of your sales team, will be replaced with visits to accounts and prospects much more likely to buy. Customers who can easily be serviced by a less expensive method – such as telesales or email – are identified.
The right segmentation scheme also drives the workload calculations needed for your team to achieve targets. These underpin field force structures that will drive higher sales – the right people will be visited at the right time with the right offer.
Determine the ideal size for your sales team considering current market challenges, team capacity, segmentation, sales channels and the resultant workload.
Correct field team sizing ensures all customers and prospects receive appropriate coverage; the right mix of products are sold and the field force is stretched but not overworked. Underestimate your team size and you could be employing too few people and not servicing customers effectively. Overestimate it and your headcount could be too high – and people are expensive.
The development of an ideal sales territory structure reflecting your company’s strategy, delivering on sales quotas, and effective for your team in the field.
It sets the sales team up to meet company objectives with achievable targets and fair and equal sales potential and drive times.
Based on the results from Steps 1-3, we design the agreed number of territories taking account of team bases, customer and prospect segments and locations, the road network, and rep-to-customer drivetimes.
All organisations have unique needs in this area. As such, we tailor each project and Territory Runner system to suit different data, varying circumstances and budgets.
– James Coe, Head of Sales, 123 Send Ltd.