Territory Management

Channel Management
31 August 2017
Technology & Information System
31 August 2017

Territory Management

Government of the reference territory, account portfolio, partners or dealers. Segmentation, Targeting, Business Planning, Market Share.

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Processes


Realize strategic business development plans, and putting them in place, through the effective management of territory, account portfolio or region.
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People


Support people to develop territorial plans using a structured methodology based on verifiable assumptions.

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Planning


Using digital dashboards, use "alert" and indicators to focus on specific items that can really affect your business performance.
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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.


- 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.
- 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.
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