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Demystifying Territory Management

Mapping sales results to sales team members and market segments is a highly complex task, requiring large-scale territory management and transaction crediting capabilities, which can present a huge technical challenge. Yet mastering this data-intensive task is critical to being able to manage sales performance and the cost-effectiveness of the sales organization. It holds the key to answering the question: “what are we getting for our investments in the sales effort?”

Territory management and transaction crediting have long proven difficult to solve with technology, owing to issues of complexity and scale.  Every company’s market segmentation and territory definitions are unique, as is the structure of their transactional data feeds. Combine this with diversity in defining sales roles, and the mapping that has to occur to assign credit for sales transactions becomes highly complex. Now factor in that transaction records can number in the tens of thousands or even millions, and the strains on databases and processing power becomes great.  Performance therefore becomes a huge and very costly issue for customers who must combine territory complexity with high transaction volumes.

But if you can master the data processing involved in territory management and sales crediting, you can unlock the full potential of Sales Performance Analytics.  As a result you can realize benefits like real-time reporting on quota attainment, territory scenario modeling and forecasting, financial impact analysis by segment, and advanced performance analytics, so that Sales leaders and C-suite executives can know what they are getting for their investment in the sales effort.

Download our “Demystifying Territory Management” e-Guide to understand how the right territory management technology can be used to support the modeling and advanced analytics needed to identify the true drivers of sales performance and align investments accordingly.  

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