Booklet: Sales territory planning
October 2023
In this booklet, you'll find the results of GfK's recent sales territory planning study – with additional observations on developments and trends in sales management as well as an overview of the most important territory functions in RegioGraph.
Field sales
in transition
Sales territorystudy 2023
Territory planning with RegioGraph
Territory planning as a service
Services from GfK
Field sales is the most cost-intensive form of sales. It is therefore essential for companies with a sales force or service regions to use resources in a targeted manner and avoid wastage. At the same time, outside sales is not only a cost factor, but the company's most important sales driver. Uncovering and developing new potential forms the foundation for growth and sustainable success in the market.
GfK has decades of practical consulting experience in sales territory optimization: We have optimized several thousand sales structures in companies in all industries and numerous countries, and have successfully overseen the complex change process in the companies as objective consultants.
Since we work for decision-makers in sales practice, we regularly conduct surveys. The results of our fourth study are included in this booklet together with our observations on developments and trends in sales management. In addition, this booklet provides an overview of the most important territorry planning functions of our geomarketing software RegioGraph.
I hope you enjoy reading the booklet! If you have any questions or are interested in receiving advice from us to help you overcome your individual challenges in optimizing or re-planning your sales structures, please feel free to contact me.
Best regards,
Nicole LahrT +49 911 395 2617nicole.lahr@gfk.com
Publisher:GfK – An NIQ CompanyWerner-von-Siemens-Str. 2-6 | Building 5109 | 76646 Bruchsal, GermanyDate: October 2023