Functionality - Sales Territory Management

Change Modeling & Territory Dashboarding

Fast-shifting markets and constantly changing business conditions demand territory management adaptability and agility. Yet today most organizations struggle with appropriately managing territories because they lack automated ways to update, model and report on both proposed and actual territory changes. Poor territory management leads to missed opportunities, underperformance, and “hidden” details on actual sales performance versus territory-specific fluctuations. Good Sales Territory Management allows organizations to take control and seize opportunities by delivering a more efficient and effective territory management system and processes.

Assign and Manage Territories
Good Sales Territory Management automates rolling-out and managing territories by target market – whether by geography, product lines, named accounts, multi-tiered territories or other combinations. Good Sales Territory Management addresses the needs of sales reps and executives by:

• Modeling and analyzing different territory scenarios across sales teams
• Allowing management to assign and track territories
• Aligning quotas and goals with individual sales professional performance
• Making annual reviews and assignment of territories easier
• Building stronger sales manager and individual sales rep commitment to the deployment plan
• Facilitating faster adjustments to territories due to sales team turnover, reorganizations, acquisitions, new strategic initiatives and other business changes
• Enhancing greater continuity and stronger relationships with customers
  

Improve Business Insight
Good Sales Territory Management delivers timely, meaningful information in customizable dashboards that allow users to analyze current and planned territory results. In a dashboard, on the Web, and even on mobile devices, users can:

• Analyze and create reports on sales force composition, number of customers and prospects
• Identify underserved and saturated areas
• Determine fair distribution of customers, prospects, compensation and other variables for optimized territory management
• Roll out territories to global sales teams
• Enable individual sales people to assess target markets, analyze customer information and market data
• Receive alerts and reports on user-determined thresholds for exceeding or underperforming in specific areas
• Perform graphing and highlighting for regions, customers, accounts, etc., based on real time status
  

Anticipate and Prepare for Changes
Good Sales Territory Management enables modeling and what-if analysis of all territory related information, including testing the impact of proposed territory changes before they are implemented.

With Good Sales Territory Management modeling features users can:

• Build scenarios and contingency plans
• Compare targets, actual results and other scenarios
• Automate analysis of significant variances from the plan
• ‘Slice and dice’ data for ad-hoc analysis and reporting
• Incorporate automated workflow and alerting