More selling, less crying
Territory design can be ugly, and I am discussing more than just the formatting.
The revenue lifeblood of most tech firms depends upon the sales that can be generated.
People want to make money to survive, which is a core need. Salespeople are no different, as they want to hit their bonuses.
If they are presented with a sales territory where they do not feel they can hit their bonus, regardless of how well planned, they are not going to be happy with YOU.
Let’s make this process smoother for the salespeople and us – the more analytical techies crunching the numbers.
Data Gathering: The Techy Way to Avoid Wild Guesses
I once sat in a giant conference room with a handful of senior executives to discuss the planning of next year’s Marketing targets. To my horror, they were calling out numbers like spaghetti hitting a wall, with no real quantitative backing, no historical trend, and no regard for how many people would be allocated to make the targets. I watched with a pit in my stomach, but I was there to observe only.
They assumed sales would continue to increase with an expansion of the current campaigns within the set geographic areas. However, a few other data people and I saw our models projecting a downward trend due to headwinds.
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