Take a Quantitative Approach to Assigning Territories
Veteran consultant shares data-driven methodology for sales departments Dr. Jim Weber, veteran consultant in the farm and construction equipment industry, identifies territory assignment as a core tactical activity that increases wholegood sales. Rather than treating sales territories as geographical boundaries or a route for sales reps to drive around, Weber presents a mathematical approach to defining, segmenting and staffing territories based on market data, customer value and call capacity math. “I don’t care if the territories are geographical. I don’t care how they are,” he says. “But we have to assign the territory. We have to have territories for these individuals.” By replacing guesswork with real data, dealership leaders can transform sales reps from passive into proactive people who manage their assigned market potential. The Trade Area Formula The foundation of Weber’s territory model is built on calculating the market size within a dealership’s geographical boundari
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Veteran consultant shares data-driven methodology for sales departments Dr. Jim Weber, veteran consultant in the farm and construction equipment industry, identifies territory assignment as a core tactical activity that increases wholegood sales. Rather than treating sales territories as geographical boundaries or a route for sales reps to drive around, Weber presents a mathematical approach to defining, segmenting and staffing territories based on market data, customer value and call capacity math. “I don’t care if the territories are geographical. I don’t care how they are,” he says. “But we have to assign the territory. We have to have territories for these individuals.” By replacing guesswork with real data, dealership leaders can transform sales reps from passive into proactive people who manage their assigned market potential. The Trade Area Formula The foundation of Weber’s territory model is built on calculating the market size within a dealership’s geographical boundari
