A thorough and objective evaluation of the state of the existing sales territories is an essential component of successful sales territory optimization. This means taking a very close look at all of the internal and external factors that influence the performance of each sales territory.

Methodology

Our consultants use a wide variety of customer and market analyses to determine the best way forward for our clients. This yields objective insight into the strengths and weaknesses of the existing sales structure.  

A key aspect of evaluating the existing status of a company's sales structure is an assessment of its regional market share and potential. For this step, GfK GeoMarketing draws on an unparalleled market data pool. By viewing company data alongside of branch-specific factors, we are able to provide an objective and region-sensitive evaluation of a client's unique situation.  

This crucial evaluation stage is the cornerstone of successful sales territory optimization. Only a transparent and objective documentation of a company's sales-related strengths and weaknesses can harness the motivation and confidence to implement the required changes.