APPROACH

Leveraging our analytical experience, we:

  • Identified factors and metrics that influenced territory optimization, market potential, and performance of sales reps
  • We then designed an intuitive framework to enable realignment decisions from the customers’ perspective
  • The next step involved the creation of a recommendation engine that could identify characteristics of profitable territories and, based on both historical data and business knowledge, determine changes that would further optimize territories

KEY BENEFITS

  • The solution provided better visibility into district and territory performance based on advanced analytical/ recommendation engine
  • It enabled ‘what-if’ analysis and better decision making on territory realignment
  • Allowed real-time KPIs to monitor and optimize deployed territory plan
  • Integrated the mapping solution with the Salesforce.com platform, combined with role-based visibility / controls

RESULTS

The client’s sales leadership was able to make informed and effective realignment decisions, resulting in:

  • Increased average market share across sales reps, garnering higher rep satisfaction
  • Reduced turnaround time for decision making, leading to more sale time for the district leadership team
  • Reduction in cost by 60%, with the replacement of their legacy tool with our solution