Often this requires sales managers to be brave and cut the size of a territory. A global bank I’ve been working with recently decided to cut territory sizes from more than 200 down to 30 accounts. Initially this was not popular, but the bank had been through an analytical process where they correctly sized the market, and designed bespoke territories for individuals. They took into account geography and existing relationships, and built a value-based approached that radically simplified the lives of the sales people.
And guess what? The sales revenue increased significantly.
Magic? No. Rocket science? No. Common sense? Yes. And an analytical approach to territory design, based on real-world data, and a solid knowledge of the market.
How do you get all of this information into one place in order to start making sensible decisions? I know a company you can talk to.