Sales Territory Design Process
Our six-stage Sales Territory Design process is robust and proven. It’s been applied globally to realign the sales territories of some of the world’s largest sales reps for territory management.
1. Kickoff & Project Design
- Assess available data sources
- Integrate local requirements into process
- Establish points of contact & communications links
- Validate time-frame
2. Data Collection & Cleaning
- Collate data
- Carry out data assessment to validate data quality
- Create Master Data set
- Measure of workload
- Team structure
- Number of territories
- Alignment Index
- HR Principles
- Communication Principles
- Use AlignMix to create initial alignment
- First pass carried out by Cozmix
5. Fine-Tuning with First-Line-Managers
- Meet one-on-one with First-Line Managers to fine tune alignment taking into account local situations
- Assign people to territories
- FLM signs off on each territory they manage
- Create list of territory assignments
- Print out maps of each territory
- Communicate new alignment to the field
- Establish handover time frame and principles