2018 1014.0 Sales Territory Design - Sales Management Association
SALES TERRITORY DESIGN Presented by : ADAM ECHTER Simon-Kucher & Partners KEN KRAMER TerrAlign BOB KELLY Sales Management Association ANDY WILLIAMS Boehringer Ingelheim Animal Health Sales Force Productivity Conference 15-17 October 2018 Ritz-Carlton, Atlanta 2018 The Sales Management Association. All rights reserved.
OUR PRESENTERS ADAM ECHTER BOB KELLY KEN KRAMER Senior Director Chairman President Simon-Kucher & Partners Sales Management Association TerrAlign Sales Force Productivity Conference Copyright 2018 The Sales Management Association. All rights reserved. ANDY WILLIAMS Director, Head of Training & Sales Excellence Boehringer Ingelheim Animal Health 2
A Journey Introduction to Territory Management
Territory Management: The Basics
Territory management: What is it? What activities are included? Copyright 2018 The Sales Management Association. All rights reserved. 5
Territory Management A systematic structuring of sales organization assignments for the purpose of optimizing one or more deployment objectives. Copyright 2018 The Sales Management Association. All rights reserved. 6
Key Management Activities Clarifying objectives - what to optimize Defining organizing principles for sales assignments Calibrating measures Setting assignments Administering changes Copyright 2018 The Sales Management Association. All rights reserved. 7
Salesperson Assignment Criteria Copyright 2018 The Sales Management Association. All rights reserved. 8
The Benefits of Optimized Territories
Territory Management: Benefits Substantial performance advantages accrue to organizations that optimize territories. These firms’ sales objective achievement is 14% higher than other firms.’ Similarly, organizations ineffective in territory design underperform by a 15% negative variance in sales objective achievement. Source: Sales Management Association research Optimizing Sales Territory Design, May 2018. This analysis compares the average rates of sales objective achievement in 100 firms, separating them into three categories, based on their sales territory design effectiveness. “Effective” firms are those with a sales territory design effectiveness rating of 5, 6, or 7 on a seven-point scale, where 1 is not at all effective, 4 is somewhat effective, and 7 is extremely effective. “Ineffective” firms are those with a rating of 1, 2, or 3. Firms rated “somewhat effective” outperform others by 2%. Copyright 2018 The Sales Management Association. All rights reserved. 10
What are the benefits of optimized territories? Copyright 2018 The Sales Management Association. All rights reserved. 11
Defining Terms
Workload Copyright 2018 The Sales Management Association. All rights reserved. 13
Capacity Copyright 2018 The Sales Management Association. All rights reserved. 14
Calculating Capacity: Example from Cox Automotive Determining true salesperson capacity by converting activities into time Sales Force Productivity Conference Copyright 2018 The Sales Management Association. All rights reserved. Manheim Cox Automotive. 2017 Sales Force Productivity Conference presentation: Territory Optimization: A Critical Component to Manheim’s Sales Strategy Evolution 15
Potential Copyright 2018 The Sales Management Association. All rights reserved. 16
Relationship Between Potential and Sales Sales Force Management: An Analytical Approach; 2018 Kissan Joseph, McGraw Hill Education Copyright 2018 The Sales Management Association. All rights reserved. 17
Relationship Between Potential and Sales Sales Force Management: An Analytical Approach; 2018 Kissan Joseph, McGraw Hill Education Copyright 2018 The Sales Management Association. All rights reserved. 18
Where does TM fit in the context of broad SPM activities? Copyright 2018 The Sales Management Association. All rights reserved. 19
Establishing Territory Management Objectives
What’s Important? Copyright 2018 The Sales Management Association. All rights reserved. 21
Where are firms effective? Copyright 2018 The Sales Management Association. All rights reserved. 22
Improvement Priority: Balancing Workload Copyright 2018 The Sales Management Association. All rights reserved. 23
How do firms manage multiple territory management objectives? Copyright 2018 The Sales Management Association. All rights reserved. 24
Analytical Foundations
Balancing “Work” Adapted from TerrAlign’s presentation for the Sales Management Association Managing Sales Territories for Maximum Sales Force Productivity, October 2012. Copyright 2018 The Sales Management Association. All rights reserved. 26
Balancing “Work” Adapted from TerrAlign’s presentation for the Sales Management Association Managing Sales Territories for Maximum Sales Force Productivity, October 2012. Copyright 2018 The Sales Management Association. All rights reserved. 27
Balancing “Work" Adapted from TerrAlign’s presentation for the Sales Management Association Managing Sales Territories for Maximum Sales Force Productivity, October 2012. Copyright 2018 The Sales Management Association. All rights reserved. 28
Balancing “Work” Average Capacity Adapted from TerrAlign’s presentation for the Sales Management Association Managing Sales Territories for Maximum Sales Force Productivity, October 2012. Copyright 2018 The Sales Management Association. All rights reserved. 29
Balancing “Work” Adapted from TerrAlign’s presentation for the Sales Management Association Managing Sales Territories for Maximum Sales Force Productivity, October 2012. Copyright 2018 The Sales Management Association. All rights reserved. 30
Spreadsheet Tool Average Capacity Download it from salesmanagement.or g Average Opportunity Average Capacity Copyright 2018 The Sales Management Association. All rights reserved. 31
Normal Performance Curve Sales Force Management: An Analytical Approach; 2018 Kissan Joseph, McGraw Hill Education Copyright 2018 The Sales Management Association. All rights reserved. 32
Efficient Frontier Sales Force Management: An Analytical Approach; 2018 Kissan Joseph, McGraw Hill Education Copyright 2018 The Sales Management Association. All rights reserved. 33
Key Challenges
Few firms are effective at territory design, Copyright 2018 The Sales Management Association. All rights reserved. 35
and few salespeople find territories equitable. Copyright 2018 The Sales Management Association. All rights reserved. 36
Overcoming flawed or incomplete data Copyright 2018 The Sales Management Association. All rights reserved. 37
Measuring workload, capacity, activity, and potential: where to start? Copyright 2018 The Sales Management Association. All rights reserved. 38
Other challenges? Copyright 2018 The Sales Management Association. All rights reserved. 39
Technology
Leveraging tech: few firms are effective Copyright 2018 The Sales Management Association. All rights reserved. 41
Effective tech usage, effective territories Copyright 2018 The Sales Management Association. All rights reserved. 42
How can technology support territory design? Copyright 2018 The Sales Management Association. All rights reserved. 43
Q&A PLEASE BE SURE TO SPEAK INTO THE MICROPHONE. WE’RE RECORDING! ADAM ECHTER BOB KELLY KEN KRAMER ANDY WILLIAMS Senior Director Chairman President Director, Head of Training & Sales Excellence Simon-Kucher & Partners Sales Management Association TerrAlign adam.echter@simon-kucher.com rjkelly@salesmanagement.org kramer@terralign.com smassoc.org/echter smassoc.org/rjkelly smassoc.org/kramer Boehringer Ingelheim Animal Health andy.wiliams@boehringer.com smassoc.org/awilliams Copyright 2018 The Sales Management Association. All rights reserved. 44
Source: Sales Management Association research Optimizing Sales Territory Design, May 2018. This analysis compares the average rates of sales objective achievement in 100 firms, separating them into three categories, based on their sales territory design effectiveness. "Effective" firms are those with a sales territory design effectiveness .
in territory design remains low. Nearly half say they are ineffective in leveraging technology in sales territory design. DATA PROVIDES AN ADVANTAGE When it comes to sales territory planning, gathering and analyzing the right data is key. Although organizations understand the value and importance of data in territory design, they struggle to
Territory Planning is designed to enable Territory Managers to create and implement territory plans to improve sales results. Typically, the planning process is performed at least once per quarter. It is used to guide the sales executive through all of the activities and pitfalls with running his or her top territory. Just as useful for a .
Territory Plan Pro Sales Planning Simplified www.plan2winsoftware.com 650-508-0622 Page 1 Abstract Territory Plan pro for Salesforce.com is an integrated application for the creation of a territory strategy and plan for your sales people. Built on the curriculum taught to hundreds of sales people, this application will walk the
Territory Plan Pro 3 Sales Planning Simplified www.plan2winsoftware.com 650-508-0622 Page 1 Abstract Territory Plan pro for Salesforce.com is an integrated application for the creation of a territory strategy and plan for your sales people. Built on the curriculum taught to hundreds of sales people, this application will walk the
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