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ACTANDO BLOG

Integrated Multichannel Reps July 11

Reps are being armed with more content in more channels to increase the number of meaningful touch-points with HCPs. Success requires more than just channel activity but rather the integration of channels and content in a way that creates a seamless more value-added customer experience [Cx].

Territory Alignment – can it be fair, motivating and sustainable? June 27

Territory alignment is the process by which the geography of a country is divided into territories to achieve the desired reach and frequency of target customers in order to maximize revenues.  An effective territory alignment balances the allocation of the sales potential with the call capacity of the reps across the geographies in question. Sophisticated tools and data are the backbone of any such process today.

Sales Force Sizing in Multichannel era – How to optimize your commercial results? June 20

Despite the significant impact of sales resource decisions on company performance, many companies still rely strictly on the wisdom and experience of sales leaders for making such decisions. But intuition alone is unlikely to optimize sales performance.

Why focus on Sales Force Size & Structure in a multichannel era?

You may have an objective of entering a new market, reaching new customers, increasing frequency on existing customers, reducing cost, or better allocating your resources across customers and channels. Any of these objectives could be a reason to review the size, structure, and allocation of the sales force to increase effectiveness.

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