Distribute customer and market responsibilities evenly based on potential, workload, and expertise.
Sales territory is not solely defined by geographic area. Customer group, industry, product family, channel, or strategic account type can also be used in defining a territory. A proper territory structure increases customer coverage, reduces responsibility ambiguity, and allows for more balanced use of sales capacity.
Minerva Regional Management enables the creation of multi-level regions, assigning customers and opportunities to regions with rules, and monitoring the responsibilities of sales teams.
Regional modeling
Country, city, postal code, and geographic area.
Sector, customer segment and strategic account
Product, brand, and area of expertise.
Direct sales, distributor and channel responsibility.
Main region, sub-region and temporary responsibilities
Managers, sales staff, and support teams
Customer and opportunity assignment rules
Conflict, exception, and joint account management.
Assess regional balance with data.
Regions should be evaluated based on customer numbers, market potential, travel burden, opportunity volume, service needs, and sales staff capacity. Changes should transfer ownership of open opportunities, customer relationships, quotas, and commissions in a controlled manner.
Manage regions not as historical boundaries, but as responsibility models that are regularly developed according to changing market opportunities and sales capacity.