3% SURGE IN INCREMENTAL REVENUE THROUGH OPTIMIZED MARKET BUDGET ALLOCATION

Need :
Sales team deployment in a territory (geographic or otherwise) needs to match the ability of the team and the sales potential of the territory.

Impact :
Territory alignment helps in better assignment of sales force to harness potential of areas aligning with national and regional goals. Sales teams receive a fair territory with respect to effort required and their sales potential. Also, improved customer coverage will result in more satisfied customers.

Need :
Incentive compensation plans need to be designed to promote desired behaviour among sales associates and meeting the financial targets. Also, the payout needs to be done in a fair and transparent manner.

Impact :
Incentive optimization leads to higher sales due to better motivation of sales associates. It also boosts their morale because of a sense of fairness in achievements and payouts, which leads to higher performance.

Need :
Sales leads need to be pursued efficiently to gain maximum business with minimal effort. Also, the prioritization should be aligned with the incentive compensation plan for the sales associates.

Impact :
Efficient lead management results in higher conversion rates due to prioritizing right targets with the right messages/products/offers. The priority grids based on expected lifetime value of leads ensures continued business growth.