| |
| |
| Sales Force Management - Territory Analysis |
| Home > About SPS Group > Practice Areas > Sales Force Management |
|
Most consumer electronics manufacurers are familiar with the conventional EIA territory designations. These territories are based on State borders, postal codes and occasionally telephone area codes. Occasionally they are even based on something as aribtrary as an interstate highway! Territories are as familiar as the reps who run them.
Evaluating performance for individual territories is not as straight forward. Establishing quotas based on historic results often has no credibility with a skeptical sales force. And conventional "BPI" metrics ignore important geographic realities. For example, custom installed home theater systems are disproportionately installed in retirement and "second home" destinations.
SPS Group consultants will work with your company to analyze your specific product and customers mix, then make recommendations to provide objective and meaningful data tools for territory analysis. |
| For more information, contact info@spsgc.com |
| |
|
|
|
| |
|
