Case Study: Increasing sales force productivity by 20% using AlignStar
CUSTOMER STATS
INDUSTRY
REVENUE
EMPLOYEES
USE CASE
CHALLENGE
A global medical technology company that specializes in the development and sale of surgical and patient monitoring products and services needed a better way to align sales resources after a major acquisition was completed.
The company had no effective way to combine the two sales forces and to make sure that both existing customers and new customers were being handled. The company decided to use AlignStar, a Software as a Service (SaaS), territory management software application, to help solve this problem.
AlignStar is the leading provider of territory resource management software for businesses around the world. We make it simple for companies of all sizes to visualize potential, analyze performance, optimize territory design and manage field resources to maximize results.
INSTITUTIONAL GOALS
- Rationalize combined sales teams
- Deploy easily
- Get results quickly
OUR SOLUTION
THE SALES FORCE HAS THE RIGHT NUMBER OF CUSTOMERS AND OPPORTUNITIES TO PURSUE
An analysis of the combined sale forces was graded a “C” due to overlap between sales personnel and the ability to pursue new opportunities. The AlignStar application visually showed this imbalance through a series of maps. The Optimizer tool was used to create 10 different scenarios and the company picked the one that was right for them.
DEPLOY EASILY
With AlignStar, the company was able to get these results in 4 hours instead of the 4 weeks that it took to do simple territory alignments before. The application is easy to use and can integrate with any data source through a simple interface.
GETTING RESULTS
The results since using AlignStar have been significant. The medical technology company was able to reduce the number of regions from 13 to 9 and the number of sales representatives from 100 to 80. The company was able to reduce the sales force by 20% by eliminating positions that weren’t aligned properly against the new total opportunity.
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In today’s competitive marketplace, you cannot afford to have inefficiently designed territories. We can help.