Government of the reference territory, account portfolio, partners or dealers. Segmentation, Targeting, Business Planning, Market Share.
Processes
Realize strategic business development plans, and putting them in place, through the effective management of territory, account portfolio or region.
People
Support people to develop territorial plans using a structured methodology based on verifiable assumptions.
Planning
Using digital dashboards, use "alert" and indicators to focus on specific items that can really affect your business performance.
Partnership
Sharing, at the right level, the territorial management strategy with the actors of the indirect channel using the measurement of sell-out, meaning what the Partners make with our contribution, as well as sell-in, what we propose to our Channel Partners.
ROI
- Increasing of the market share in the reference territory
- Increasing of the penetration quota on Accounts in the territory.
- Increasing of the penetration quota on Accounts in the territory.
Costs
- Reduced time for the same result thanks to a more efficient planning.
Value over time
- Increased customer loyalty in the area thanks to a greater focus especially on those with greater return on investment due to greater potential and attractiveness.
- Identification of concrete and easily measurable elements to make a prediction of the performance of territory's account.
- Discipline in the "intelligent" execution of the plan, which can of course be revised if the boundary environment changes.
- Coaching by the senior level manager to avoid a moving away delayed over time.
- Discipline in the "intelligent" execution of the plan, which can of course be revised if the boundary environment changes.
- Coaching by the senior level manager to avoid a moving away delayed over time.
- Primary dental company, that distributes its products through a mixed sales force of direct and indirect sales people, has been able to appreciate the difference in operating in presence of a structured plan that allows a more effective guidance of both sales forces committed to territory.
- A leader company in the job administration market has been able to improve the mix of services sold to its accounts, through the structuring of a Customer Plan that was designed to create and share a kind of business plan with the customer.
- A leader company in the job administration market has been able to improve the mix of services sold to its accounts, through the structuring of a Customer Plan that was designed to create and share a kind of business plan with the customer.