Optimal utilization of sales resources occurs when appropriate focus and direction is provided to each salesperson as a result of fair, balanced, and effective processes for the sizing and design of territories and channels.
When sales organizations fail to properly size and design sales forces, territories, and channels, the following symptoms exist:
territory and channel alignments that do not target the right customers or align with sales and marketing strategies
imbalanced territory size and workload that reduces productivity, increases disputes, and hurts performance
territory infighting, confusion, and undesired behaviors among salespeople
outdated territory and channel alignments that do not reflect current business conditions
lost opportunities and lower sales because salespeople target the wrong customers
These symptoms are indications of underlying problems with the sizing and design of territories and channels, including:
inability to design sales forces, territories, and channels to account for factors such as geographic and competitive characteristics, customer mix and potential, and local market conditions
inability to deploy salespeople in a way that takes into account cost of resources, workload, and market potential
inability to identify target customers or geographies for each territory or channel based on factors such as expected growth, revenue, or profitability
inability to gain territory buy-in and clarity of customer or geographic assignments due to a lack of transparency into the territory design process
inability to make changes to territories based on factors such as mergers, acquisitions, alliances, relocation of offices and personnel, changing demographics, market landscape, product launches, and a desire to reinvigorate the sales force
inability to focus salespeople on the daily activities that achieve corporate goals
inability to efficiently sell to different types of customers based on factors such as need, potential, size, industry, geography, and responsiveness to channel
Synygy’s territories and channels solution enables organizations to:
align territory size and structure to sales and marketing strategies
balance workload and available resources with customer or geographic potential to optimize sales force productivity
align customers or geographies to each territory to maximize sales, profit, or other factors for the organization
create perceived equity in territory alignments across the sales force
adapt to changing business conditions by quickly adjusting the number of territories, assignments of people to territories, and alignment of if accounts to territories
imbed sales and marketing strategies into call and activity plans to drive sales performance
develop a targeted sales approach for each territory using customer segmentation and other information about each customer
For more information on Synygy’s territories and channels solution, click here.
Sales Performance Management 
