Why Sales Teams Should Reexamine Territory Design

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Fri, Aug 14, 2015

Companies are using more analytics to enable better sales force decisions, yet one area that is still too frequently undervalued is sales territory design, or the way in which the responsibility for accounts is assigned to salespeople or sales teams.

The distribution of customer workload and opportunity across the sales force has a direct impact on salespeople’s ability to meet customer needs, realize opportunities, and achieve sales goals. Our research shows that optimizing territory design can increase sales by 2 to 7%, without any change in total resources or sales strategy.


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The Growing Power of Inside Sales

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Tue, Jul 30, 2013

The number of inside sales jobs has increased dramatically in recent years, far outpacing the growth in jobs for field salespeople. We spoke with Mike Moorman, a senior leader in ZS Associates' B2B sales and marketing practice and a leading authority on sales management, about how inside sales (which refers to sales positions done remotely from headquarters, without face-to-face meetings with clients) is transforming the way that B2B companies interact with their customers.


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The Sales Force Turnover Challenge

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Jun 12, 2013

A sales leader confronts the following statistics listing the top three reasons behind the high number of salesperson departures last year.

1. 32% of departing salespeople left primarily because of their relationship with their first line manager

2. 27% of departing salespeople left primarily because of inadequate pay

3. 21% of departing salespeople left primarily because of the lack of promotion opportunities

Is it time to upgrade the first line managers, enhance pay, and revisit promotion opportunities?


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Are You Paying Enough Attention to Your Sales Force?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Mon, Apr 15, 2013

There's a question all top managers should ask: "How can I make my sales force, which is one of the biggest and most important investments my company makes, perform more effectively?"

There are several reasons that question is so important.


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Does Your Company Have the Right Number of Salespeople?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Feb 27, 2013

For sales managers, this is not an easy question to answer. The number of salespeople affects profitability by impacting both revenues and costs. It's easy to estimate costs by looking at historical compensation, benefits, field support, and travel costs per salesperson. But it's much more difficult to predict revenues, as it requires understanding how complexities such as customer needs, the economy, and the effectiveness of your and your competitor's salespeople, influence a sales force's ability to generate sales.


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