Optimization of Reach and Frequency
The third component in optimizing sales force deployment analyzes the number of sales calls in a period of time against the point of diminishing returns and determines the total time it takes to complete a sales call, including travel and waiting time, as well as the actual time spent with the decision maker.
Using this data, TerrAlign can recommend call plans that maximize sales performance and profitability under various sales promotion models and deployment scenarios. This also allows companies to estimate a maximum amount of revenue for a given amount of sales effort. By allocating the right amount of time per account, investing in the right number of calls per period, and minimizing travel time between appointments, salespeople can improve efficiency, set realistic goals and get the most out of their territories.
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Component 4: Sales Force Sizing