How to Know if Your Span of Control is out of Control?

How to Know if Your Span of Control is out of Control?

Every organization wants to add reps to increase sales but this also means that it needs to increase its number of First Line Managers (FLM’s). FLMs directly oversee sales reps based on assigned regions and territories. For example: a company can assign 10 representatives to operate in the Northeastern United States (NE territory), but—in doing […]

Dominant Segment

Dominance isn’t always equivalent to success

Coverage and Frequency are affected by numerous factors, including Customer Universe. In its simplest definition, a Universe is the total number of customers in the country. Typically, a Universe is separated into groups that are defined by common characteristics, like tendencies, behaviors, and territories. Conventionally, a sales force’s Universe is divided by territories. Each territory […]

Key Point to Consider When Re-Designing Your Sales Territories

Key Point to Consider When Re-Designing Your Sales Territories

If you’re thinking about re-design your sales force territories then here are some essential elements to include and some pitfalls to avoid: Key Point: Workload should be the main measure used to balance the territories.  Typically this will be the planned calls to the accounts. If a solid customer segmentation is in place this will […]