Sales territory planning tool and method

Details Sales territory planning tool and method Sales territory planning tool and method

2004-08-11

2009-11-17

Sterrett, Jonathan G. (Department: 3623)

Data processing: financial, business practice, management, or co

Automated electrical financial or business practice or...

Discount or incentive

Reexamination Certificate

active

07620564

ABSTRACT:
A method for making and organizing a sales territory plan includes guiding users through the development of sales goals, strategies, and targeted lists of accounts derived from the quantifiable characteristics. Historical sales data and strategy are reviewed to define a sales record, which is then segmented based upon commonalties and categorized. The segmented record is analyzed by individual sales territory to create a territory dashboard from which trends and relationships are then evaluated. These trends and relationships are further analyzed using a territory strategies analysis for planning sales strategies based on account segments, sales goals, and other relevant criteria, and to establish a tactical sales action plan. A system and computer process implement one or more steps of the method for territory analysis, goal setting, and strategy and tactics development. In order to derive further benefit execution and follow-up steps are also conducted.

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