Open AccessThe Four Most Crucial Elements of Conducting Sales Territory Segmentation at Scale
Author(s) -
Venketesh Iyer
Publication year - 2020
Publication title -
global journal of management and business research
Language(s) - English
Resource type - Journals
eISSN - 2249-4588
pISSN - 0975-5853
DOI - 10.34257/gjmbrevol20is3pg1
Subject(s) - revenue , attrition , quality (philosophy) , corporate governance , business , scale (ratio) , process (computing) , data quality , marketing , market segmentation , industrial organization , operations management , computer science , process management , finance , economics , service (business) , geography , medicine , philosophy , cartography , dentistry , epistemology , operating system
The most fundamental building block of any organization is Data; data is critical to any organization’s success. Getting data governance and quality right, can significantly improve the quality of sales planning and result in an intelligent data-driven territory allocation process. On the contrary, poor data quality and loose governance models often lead to laborious territory planning cycles, sub-optimal sales rep to account mapping and poor customer experience. Poor data quality could also result in an over- or under-allocation of a sales person’s territory and can result in poor customer experience and even attrition. On the operational side, this could result in poor forecasting, inefficient revenue attribution, tedious reporting exercises (due to lack of data modeling), and a significantly delayed root cause analysis when companies miss financial goals.