Regional Planning and Sales Teams


The correct formation of Regional Planning and Sales Teams significantly increases the number of sales.


Route: Sales Force Management > Regional Planning


In order to increase the sales of the enterprises, reduce the customer risks, increase satisfaction, and make cross-sales, the sales staff need to be planned correctly. 

The concept of "Sales Region" offers a structure that can be constructed with different logics such as geographical, categorical, sectoral, and customer segments. It aims to create tighter communication and area of responsibility between the customer and the sales team. 

Regional targets, quotas can be defined, and targets can be set for the sales team and team members. Thus, more effective competition management and team motivation are provided in the defined region.


The correct creation of sales regions and the assignment of appropriate sales personnel to those regions will not only reduce sales expenses but also increase sales. Well-developed sales regions will greatly reduce the salesperson's transportation and accommodation costs. 

As it is known, such expenses have a very important proportion in sales expenses. Considering the positive effects on total sales volume in addition to these savings, it can be said that a good sales region layout will reduce the ratio of sales expenses to sales. 

However, it should be added that in order to reduce this ratio, reducing the expense on sales personnel is not a necessary condition in every situation. In some circumstances, the sales/sales expenses ratio can be reduced by increasing these expenses.

Creation of sales regions or making a change in existing sales regions,

  • Decision criteria
  • The volume of the market segment and its market potential,
  • Appropriate market coverage,
  • Reasonable workload

Before Use Define:

  • Sales Teams
  • Micro Region Codes

The sales region is connected to a branch office of the company. The regional director can be either one of the employees or business partners. In addition, a sales region can be managed jointly with distributors or outsourced business partners. In some cases, large customers can be defined as a stand-alone sales region. For example, large retailers with multiple branch offices may serve large buyers as a team.

Sales Regions can be created on the basis of geographical region, province, county, neighborhood. In terms of Grouping and Reporting, Upper and Lower Sales Regions should be created. For example; as Istanbul is considered as a region, 2 separate sales regions can be created as Istanbul Asia and Istanbul Europe.




After Sales Regions are created, Sales Teams working in this region are created. Persons responsible for the Sales Region and sales teams are selected using the Sales Region Team field.




The sales targets given to the Sales Regions appear in the details of the region. If there are documents related to the Sales Region, they are added to the Documents field in the details of the region.


Tip: After defining the Sales Regions, if the relevant current cards are defined in the Customer Management and "Access control according to the sales regions are checked in the company flow parameters", the customer records can be seen by the authorized teams and employees in the sales region.


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