A territory realignment is more than just designing well balanced geographies. The process requires a great deal of interaction with the sales team at appropriate times. The mere rumors of a realignment can cause anxiety among the representatives, who may worry if their position may be eliminated or their territory significantly altered. For this reason, the process we employ permits maximum confidentiality during the beginning phases of the project.
By the end of the territory design phase, however, we can begin to work with senior sales management to identify those locations where representatives may be disrupted or displaced. We will also identify locations for potential new hires. At this stage, news of the alignment is sure to reach the entire selling organization. Therefore, our next priority in this process is to involve field management as much as possible for their input, guidance, and buy-in to the final territory design.
During our Field Sessions, sales management (district managers, regional directors, etc.) are invited to review and change the territory alignment. With an analyst from Analytics In Focus sitting at their side, we can work one-on-one or in small groups to explain the alignment database and index methodology, to review the territory maps, and allow appropriate changes to the territories using the Sales Territory Map software. This is also an excellent forum for the sales management team to discuss how to communicate the alignment changes to the representatives.
When all of the first-line sales managers work together in the same room, they have the added benefit that any border disputes or swapping of customers from one representative to another can be managed and approved by the appropriate people.
Field management sessions can be done over the internet/phone or we can fly to your regional sales offices or national sales meeting (centralized meetings usually can be completed in approximately one day). Regardless of the location, the end result is an alignment that has been reviewed, modified, and perfected with input from all levels of the sales management team.