We’re currently at an age where information can make or break us. In the sales scenario it can either make us millions or lose it for us depending on how well its used and how quickly we get it.
When undergoing a sales territory planning exercise the aim is to increase productivity through reassessment and realignment of territories. The task is difficult to do and impossible to do well if the people involved have insufficient information to work with. So it’s important to prepare all the data needed so that the project goes smoothly.
Collate all the necessary data. You’ll be needing geographic, organizational and activity related data on your territories and personnel. You have to collate this into one source file. It can either be a hardcopy folder with all the necessary data, a soft copy or ideally both. Having them in one source location makes it easier to pull out what you need without having to search too hard for them.
Proper Database Indexing by category is important. Make sure that the data is indexed into their relevant categories. Each type of data should be stored together with its historical equivalents so that it’s easy to look up current and previous trends. Proper indexing also makes it easier for the people involved in the sales territory planning project to find a particular piece of information by heading to the category it’s indexed under. This whole database can be as large as a whole room or as small as a folder, it all depends on how big the company is.
Make sure that the data is up to date. The reason for the sales territory planning project is to update your current setup. The goal is to become more productive and adapt to what ever changes have occurred in the market. This requires up to date data otherwise the whole exercise will become a pointless waste of resources.
Prepare data for electronic input. Most sales territory planning exercises today make use of software to perform the difficult calculations based on the data that they have. Make sure that all the relevant data is made ready for input into whatever system you’ll be using. Most alignment systems will require you to input data on specific criterions so it’s easy to know in advance what you have to prepare.
Create Backups. Always backup your database. Information is gold and losing it is a huge blow that is costly to recover from. This problem is easily avoided however by merely backing up all the important information of your company.