Territory Design

Do you Need to Quickly Create a New Sales Force Territory Alignment?

We can help. Our team has been creating sales force alignment for over twenty year. We have developed a robust eight stage process for creating high quality sales force territory alignments in record time. Here’s the sales territory design process:

Sales Territory Design Process Overview

1. Project Design:

All Territory Design projects start with an in-depth review of the objectives (number of teams and territories to be designed) as well as the data to be used. Cozmix can optionally provide demographic and purchasing power data if appropriate.

2. Data Collection:

The Master Data Set is created by fusing together the different data sources. Cozmix has access to the latest zip code and postcode data (updated quarterly) so we need to match all the data sources against the latest data.

3. Geocode Accounts:

Cozmix also geocodes all accounts (i.e. finds the exact latitude and longitude for each account). This is a step missed out by many rookie re-alignment practitioners. But since zip codes (and postcodes) change it’s important to ensure accounts are classified to the right geography (you’d be surprised at the level of misclassification that results from not geocoding the accounts).

4. Sales Potential Modeling:

Cozmix applies a number of statistical econometric techniques to create a sales potential model which will see how affluence and demographics impact the sales potential of each zip code (or post code). This is then used in the alignment criteria and has the advantage of factoring in sales potential into the design criteria (as opposed to just your sales). You are leaving significant money on the table if you align against your own sales and not potential sales.

5. Define Alignment Criteria:

Once the Master Data Set has been created we then need to define the alignment criteria. At a quantitative level this normally comprises of workload (i.e. number of calls) and sales potential.

The alignment criteria also consists of a clear definition of the HR policies (e.g. does a rep need to live in their territory?). It’s a big mistake to not define the HR policies upfront. They need to be recorded before any re-alignment takes place so any legal HR issues resulting from the re-alignment can be defended on the basis of corporate policy. Cozmix is not a law firm and doesn’t give legal advice but we can highlight the issues you need to cover off at this stage.

If you’re re-aligning an existing sales force (as opposes to starting one from scratch) Cozmix will audit the current alignment. This will show how balanced the current alignment is based on the new alignment criteria.

6. Preliminary Alignment Design:

It’s only after all of this analysis we start to re-design the sales territories. Cozmix uses our sales territory design software AlignMix, and its territory design capabilities to carry out the initial re-alignment. Our Alignment Consultants go through and create each individual territory. They look at different ways to allocate the geography so that the resulting territories are balance, easy to service and minimize disruption (your sales reps will love them!).

7. Fine Tuning Sessions:

While our Alignment Consultants are experts at what they do, but they don’t know your business as well as your First Line Managers. There will always be special relationship and local situations which need to be taken into account. To factor these into the new alignment we recommend a Fine Tuning Session with the First Line Managers. This is an opportunity for each manager to review their geography and make any necessary changes. The First Line Managers also assign each rep to their new territory. This is a critical step in the re-alignment process as it builds the First Line Managers’ ownership of the final sales territory alignment (and they are the ones who have to sell it to the reps). The Fine Tuning Session can take place over the web or in person.

8. Delivery of Final Alignment:

The final alignment is delivered in a number of ways. We provide a detailed list of zip code to territory assignment as well as territory maps.

Testimonials

We have just completed our Cozmix Sales Territory Design project – Cozmix helped us create a high quality alignment in a short period of time – Great work!

R. P. – VP Sales Medical Devices Company

Cozmix’ customer service was top quality

D. F. – Head of Sales Operations

The Cozmix Territory Design Process was smooth – much smoother than the last time we did it with [another vendor]

D. S. – Regional Manager for South East Region

Cozmix’ Sales Territory Design Guarantee

We are so confident that we will provide a top quality solution we back our work with a 100% Money Back Guarantee – if you’re not completely happy with the final alignment you don’t have to pay us a penny (and you can keep all of the analysis).

How many other provides are as confident that you’ll be happy with their work?