The Importance of Territory Realignment

The Importance of Territory Realignment

Change is as much a part of the real world as it is of business. As time passes, minor changes in the business environment will build and accumulate. They’ll become important issues that can affect sales if they aren’t addressed regularly. For this reason, sales territories need to be re-evaluated and redesigned on a regular […]

Determining the Right Call Frequency Part 2

Determining the Right Call Frequency Part 2

In part one of this post, we discussed frequency and how it fits into the sales optimization process. We also learned that frequency is vital in enhancing the effectiveness of individual sales reps. In this post, you’ll learn how to modify the frequency of visits in order to maximize overall payoff. Here, the screenshot shows […]

Multiple Promotional Grids. Not a Crazy Idea.

Multiple Promotional Grids. Not a Crazy Idea.

Most companies have more than just one sales force. This, of course, largely depends on the size of the company and the span of its marketplace. Typically, companies offer different products for different regions/territories. That’s why it’s important not to limit your company to just one promotional grid. To illustrate this point more clearly, let’s […]

Sales interns v.s. Seasoned Sales Reps

Sales interns v.s. Seasoned Sales Reps

Accurately assessing your sales force when you mix non-experienced interns with seasoned sales reps It’s always important to know the true number of Rep Equivalents in your sales force. Keeping track of this number lets you accurately evaluate the overall productivity and profitability of each rep. Still, when it comes to gauging profitability, the general […]

Placing New Products in your Promotional Grid

Placing New Products in your Promotional Grid

Introducing a Brand New Product into your Promotional Grid How important is a new product launch to the overall success of a company? It’s extremely important! Companies spend millions of dollars on research and development of new products, and they highly depend on the first few months of the launch to recoup all those costs. […]

Selling to Crocodiles

Selling to Crocodiles

Of course, you’re not literally selling to crocodiles—that’s just crazy. The phrase was coined by marketers to describe the bombardment of advertising towards target clients and why the majority of those ads just don’t stick. According to studies, we are exposed to thousands of advertisements on a daily basis. Of all these ads, you’ll only […]

How to Create Promotional Grids

How to Create Promotional Grids

A promotional grid is exactly what it sounds. It’s a grid that visually represents what products are to be detailed at given points in the year as well as how much sales effort should be dedicated to selling each of these products. Below is an example of a basic promotional grid: A promotional grid is […]