Sales Territory Call Planning & Scheduling Optimization Tool
The “Sales Territory Call Planning and Scheduling Optimization Tool” will help you conduct “what-if” analysis for optimizing your sales coverage for either a direct sales force that has face-to-face contact with customers/prospects or a telesales salesforce based in a call center. The tool will calculate the expected gain or loss in closes, revenues and profits based on the variables that you enter.
Section 1: Is where you enter the overall program variables.
Section 2: You enter the variables for the individual salespeople or reps. The term “rep” is used in place of salesperson.
Section 3: Presents the total results for all salespeople before you begin entering the “what-if” scenario variables.
Section 4: You enter the “what-if” changes to variables to see the impact on call planning and scheduling. This section is you experiment with different scenarios that are the result of analytically balancing the territories more effectively. These focus on: a) increased visits per day; b) visiting more high-value customers; and c) increased loyalty by visiting the right customers at more appropriate frequencies. Move the sliders to make changes or enter the percentage in the boxes to the right of the sliders by double clicking in the box and entering a number. Enter all percentages as a decimal (i.e., 50% as .5, 10% as .1 and so on).
Section 5: You enter the investments required to modify the territory call planning and scheduling, and also the travel expenses related to selling for each rep (salesperson).
Section 6: In this section you enter the percentage of travel expense reduction that you believe will happen from optimization of call scheduling. Use either the slider or box next to it to enter the percentage. This section also shows you the expected savings from travel expense reductions based on call optimization.
Section 7: Presents the results of our “what-if” analysis, comparing before and after results and any expected gain or loss from optimization. The values in the “green” boxes represent gain and the “yellow” values represent additional costs.