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      2. APPROACH

        Leveraging our analytical experience, we:

        • Identi?ed factors and metrics that in?uenced territory optimization, market potential, and performance of sales reps
        • We then designed an intuitive framework to enable realignment decisions from the customers’ perspective
        • The next step involved the creation of a recommendation engine that could identify characteristics of pro?table territories and, based on both historical data and business knowledge, determine changes that would further optimize territories


        • The solution provided better visibility into district and territory performance based on advanced analytical/ recommendation engine
        • It enabled ‘what-if’ analysis and better decision making on territory realignment
        • Allowed real-time KPIs to monitor and optimize deployed territory plan
        • Integrated the mapping solution with the Salesforce.com platform, combined with role-based visibility / controls


        The client’s sales leadership was able to make informed and effective realignment decisions, resulting in:

        • Increased average market share across sales reps, garnering higher rep satisfaction
        • Reduced turnaround time for decision making, leading to more sale time for the district leadership team
        • Reduction in cost by 60%, with the replacement of their legacy tool with our solution

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