Optimizing Sales Territories with Geospatial Analytics
- A pharmaceutical company faced inefficiencies in sales operations due to poorly defined territories, causing uneven workload distribution, overlapping areas, and missed customer engagement opportunities
- These issues decreased sales productivity and hindered market coverage and revenue growth
- Optimize sales territories for improved efficiency, balanced workloads, and maximized market coverage
- Employed advanced geospatial analytics to analyze demographic data, healthcare facility locations, and historical sales performance
- Mapped existing sales territories and identified key metrics: population density, healthcare demand, sales potential
- Pinpointed overlapping territories and underserved high-potential zones
- Redesigned sales territories for balanced workloads and efficiency
- Conducted training sessions for sales representatives on new territories and engagement strategies
- Enhanced Sales and Efficiency:
- – Increased sales productivity by 15%
- – Balanced workload distribution for sales representatives
- – Improved customer coverage and market penetration
- Operational Improvements:
- – Enhanced overall operational efficiency
- – Better ability to meet revenue targets and improve market share
- Strategic Advantages:
- – Enabled agile response to market demands and customer needs
