The actual sales territory planning typically takes place on-site at your place of business and as part of an ongoing dialog. This allows our consultants to accurately assess the situation and draw on a full array of geomarketing approaches, from the selection of relevant data on potential to the implementation of the sales territory planning software RegioGraph.

Methodology

The methodology followed in a sales territory optimization depends on the specific goals set by the client. Common examples include:

• designing a completely new sales territory structure 
• reforming an existing structure 
• reducing or expanding the external sales force  

During the planning phase, our consultants ensure that the following parameters are distributed fairly and to the best effect:

• Workload (e.g., driving itineraries and number of customers)
• Market potential
• Turnover

Consultants also take a range of other factors into account, including existing customer-sale representative assignments, sales force members' places of residence and natural barriers (e.g., rivers and mountain ranges) as well as linguistic ones (e.g., regional and national borders).