Img-Reboot

Transformed sales territory optimization across North America for a leading equipment rental company

Summary

The client’s sales leadership used an obsolete and expensive tool to track and manage territories. A newer and smarter solution was required to optimize sales tracking and territory realignment.

Approach

Leveraging our analytical experience, we:

Identi?ed factors and metrics that in?uenced territory optimization, market potential, and performance of sales reps
We then designed an intuitive framework to enable realignment decisions from the customers’ perspective
The next step involved the creation of a recommendation engine that could identify characteristics of pro?table territories and, based on both historical data and business knowledge, determine changes that would further optimize territories

Key Benefits

The solution provided better visibility into district and territory performance based on advanced analytical/ recommendation engine
It enabled ‘what-if’ analysis and better decision making on territory realignment
Allowed real-time KPIs to monitor and optimize deployed territory plan
Integrated the mapping solution with the Salesforce.com platform, combined with role-based visibility / controls

Results

Increased average market share across sales reps, garnering higher rep satisfaction

Reduced turnaround time for decision making, leading to more sale time for the district leadership team

Reduction in cost by 60%, with the replacement of their legacy tool with our solution

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