What is Customer Universe?

What is Customer Universe?

The term ‘Customer Universe’ is often used in discussions in the context of sales force management—but what exactly does it mean and why does it matter? In the context of sales force optimization, Customer Universe is the total group of clients that you are currently targeting plus the clients you are not seeing. In short, […]

How to adjust promotional cycle plans when your portfolio expands?

How to adjust promotional cycle plans when your portfolio expands?

At some point, you will want your organization to grow. And this means expanding to include more products. In the next entry, you’ll learn how to manage the addition of a new product to your portfolio. There are several options to work around this situation. You can: add a product to each promotional cycle; increase […]

Who is supposed to lead a sales call?

Who is supposed to lead a sales call?

In the world of sales, there are two types of calls, and you need be ready for both to close a deal The business of sales can be quite unpredictable. You can have a well-planned presentation for a client, but halfway through it the client can derail you with questions and requests about topics you […]

Cutting down on sales rep drive times

Cutting down on sales rep drive times

When it comes to business, everybody knows “time is money.” For the hard-working sales rep, this means driving long hours to meet clients. With that in mind, minimizing drive times (or ‘windshield time’ as some may say) is critical in maximizing the bottom line and boosting rep moral. The best way to do both is […]

What is a Sales Force Alignment?

What is a Sales Force Alignment?

Assigning sales reps to accounts is easy. In fact, a sales manager with four reps and 20 accounts in a given area could have more than 1-trillion possible assignment combinations to choose from. As earlier said, assigning reps to accounts is easy. But structuring them in the most efficient alignment possible is another thing altogether. […]

Balanced Accounts for Sales Territory Alignments

Balanced Accounts for Sales Territory Alignments

To create a balanced sales territory, you need to create an index to balance the workload equally among all the sales representatives. In the past, this process involved math—a lot of math. With the advancements in technology, however, you can simply use specialized software programs to customize the parameters of your sales reps’ workload balance. […]