Tracking business metrics can show not only where your business has been, but where it should go in the future. For data-driven brands, business metrics can be divided into distinctthree types of retail execution data: observational data, activity data, and sales data. Under the category of sales data is where we findsales volume, an important metric that is an indicator of company health and one of the first things investors will..
Many brands focus heavily on getting as wide of a distribution as possible. But a product on a shelf does not equal instant success. In fact, quite the contrary -- sometimes it's not about the number..
A big part of organizing your field team is evolving your territory management strategy into the best possible rep-grouping method. In this post we’ll tackle the big questions brands struggle with as..
Running a business is all about trial and error, which makes mistakes inevitable. Still, some mistakes can cost you more than others. When it comes to territory management, many managers do not..
Here’s what you don’t want: unnecessary travel costs, concentrated efforts in areas with low returns, or a lack of attention on your highest revenue-generating clients. Andris Zoltners of..
Managers become extremely frustrated when they have a team of competent field representatives, but lackluster sales and customer satisfaction levels. One explanation for these problems is ineffective..
Sales executive Marie Warner said in an article:
“A major complaint of both novice and senior reps...is that their territories are repeatedly changed once they have invested time in fostering..
Sales are contingent upon the attitude of the salesman—not the attitude of the prospect.
For any business that works out in the field, setting up sales territories for representatives to operate within is essential. To develop a territory management system where representatives are not..
