Wendover, BucksSynopsis The allocation of customers, prospects and territories to sales representatives is understandably an emotive issue. Changes in the customer base, geographic changes to the market size, mergers and acquisitions and changes to the number of sales staff can all work to unbalance a set of territories that might have been satisfactory in the past. Unfortunately, the status quo can often be a huge hinderance on meeting the organisation's true sales potential and making change happen can upset many an apple cart. A transparent and fair approach to creating and redesigning territories is called for in order to create a world in which territories are balanced and give each representative equal opportunity and potential. This seminar explains the issues involved in designing territories which can be seen to be fair and which optimise market potential. Location: The Wendover Group's offices in Wendover, Bucks. Date: Thursday, 29th January 2009 Time: 9.30 to 12.30 (Lunch 12.30 - 13.30) The seminar is free to attend, by invitation only. Pastries will be served from 9.00 am. A buffet lunch will be provided imediately following the seminar. To register your interest please call 01296 768633 or email
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Agenda Introduction Understanding demand and potential Customer data Prospect data Scoring methods
Understanding constraints Building balanced territories “Fixed” method “Floating” method Example outputs
Practicalities – how does this work in practice Questions and answers
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