Aligning Sales Territories to Enhance Sales Productivity: Improving Customer Relationships in a Tough Economy
Executives are rethinking territory alignment – especially when there are great variations in sales volume, product line adjustments, and company mergers. In fact, decisions about territories – in the context of all aspects of sales force performance — may matter most of all.
The sales force represents a substantial expense, and effective deployment can be crucial to advancing revenue and profit. Decisions about territory management directly affect customer relationships and the ability to tailor the company’s approach to various market segments. Salespeople tend to be resistant to change; they have existing relationships with their accounts often developed over years. Territory realignment can make a big impact on the motivation, compensation, and turnover of the sales staff, as well as many other aspects of sales operations.
In this SAP CRM Thought Leadership white paper, find out how companies are rethinking territory alignment. The paper shows how software tools can help overcome organizational and process obstacles to balance territories and enhance customer relationships.