Customer Segmentation and Targeting
The second component in optimizing sales force deployment involves understanding which groups of customers and prospects represent the best opportunities and determining what level of promotional effort will maximize those opportunities.
By examining past sales history and account management, TerrAlign works with you to construct models that help predict how promotional effort will affect future sales. TerrAlign can construct response models for each market segment, product, and sales channel based on data collected from call reporting systems, management meetings, and surveys of salespeople, customers, and prospects.
TerrAlign then recommends the optimal number of salespeople to employ in each channel by examining the effect various potential sales force sizes and mixes of sales force effort allocation have on revenue, profits, and return on investment.
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Component 3: Reach and Frequency