Balancing Territories for Equity and Efficiency: A Field ...

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1. “Maintaining equity between salespeople maximizing profitability and minimizing costs are important and interconnected factors.” Using spatial analytics and data science to optimize territories based on company priorities can help sales managers to eliminate guesswork and create well-reasoned and data-driven territories. Using the example of a medical device sales company in Illinois we dove into the methodology around building optimal sales territories.

   In Territory balancing

2. For our example we are working to optimize sales territories for a company that has 40 sales reps targeting 925 medical centers across the state of Illinois which the reps visit each month. In order to create a baseline territory solution we first need to understand this company's priorities. “The medical sales company is looking to minimize sales rep travel to cut costs and increase productivity.” Visualize your data

   In Territory balancing

3. Reach New Heights With Data-driven Territory Management “As a sales manager it's easy to maintain the status quo with existing territories often based on arbitrary geographies.” By using data science methods such as a genetic algorithm to create optimized sales territories based on organizational parameters and goals sales managers can greatly reduce these inefficiencies. These methods create tangible results such as a 50% reduction in territory value inequity or significant reduction of travel costs that can make a sales organization more equitable more efficient and more profitable.

   In Territory design