1. 1 of 30 Sales Territory Optimization Location Intelligence
& Data Visualization
2. 2 of 30 Business Needs Companies aim to survive and thrive
in highly competitive times sell more innovative products and
services at healthy margins become more efficient by achieving
higher productivity utilizing fewer resources Sales force
optimization stays important as companies evolve and face new
challenges in the market place
3. 3 of 30 Sales are not only responsible for individual
customers but for a group of customers Be as efficient as possible
Achieve short term goals Sell more at healthy margins Start from
your (long term) business objectives Define your sales action plan
for groups of customers Use Location Intelligence to gain
actionable market insights Territory management Cater for the
well-being of individual customers Use CRM and BI as support tools
Account management efficiency short term long term
4. 4 of 30 DataScouts Methodology for Sales Territory
Optimization 1. Explore 2. Discover 3. Engage
5. 5 of 30 1. Scout Collect Relevant Input for detailed sales
territory analysis Sales Strategy Customer Data (CRM / BI) Open
Data Market Research The location component brings all these
elements together and provides actionable insights Visualized data
on maps & in graphs
6. 6 of 30 Identify underperforming sales territories Cluster
customers into balanced sales territories Gain insight in sales
performance by territory Outline high- potential zones for new
services Define list of high/low priority customers & prospects
per territory 2. Discover Uncover similarities as well as
differentiators in customer groups
7. 7 of 30 Visual dashboard of the market situation Gap
analysis and potential detection Optimized sales territories
What-if scenarios 3. Engage Concrete Action plan to Increase
Revenue and/or Reduce Cost of Sales
8. 8 of 30 Field Sales Optimization E-business solution
provider 25mio annual revenue / 65 employees Results Use Case Input
Sales Strategy (internal) Multi-segment, multi-product sales
approach CRM and BI information (internal) Customers per segment /
Product Sales per segment Publically available information
(external) Governmental open data regarding construction permits
and evolution real estate park per segment Market research
information (internal) Marketing budget to spend Higher flexibility
in resource allocation and planning Improved sales coverage Maximal
time in front of qualified customers/ prospects Minimized hours
spent on driving and visiting no-or low-return customers /
prospects Right mix between account management & business
development
9. 9 of 30 Build upon own customer data (BI / CRM) Concrete
action plan Enriched with the location dimension Focused on
uncovering trends and correlations on the location dimension Aimed
at efficiently testing multiple scenarios Easy extendable into
continuous monitoring of key performance indicators DataScouts
Deliverables in Sales Territory Optimization
10. 10 of 30 Market Share & Market Penetration Analysis
Market segmentation Distribution Channel & Branch Performance
Analysis Site selection Territory Management Boost Sales &
Marketing Efficiency visualizing your market space
11. 11 of 30 www.datascouts.be :: @datascouts Bart Frison ::
[email protected] :: +32 479 63 37 58 Ingrid Willems ::
[email protected] :: +32 471 95 00 80 Thank you for your
attention!