Sales Territory Alignment: An Overlooked Productivity Tool |
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| Authors: | Andris A. Zoltners Sally E. Lorimer |
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| Affiliation: | 1. Andris A. Zoltners (Ph.D., Carnegie Mellon University) is a Professor of Marketing at the J. L. Kellogg Graduate School of Management at Northwestern University, where he teaches courses in sales force management, marketing strategy, and marketing model development. He is founder and managing director of ZS Associates, a global business consulting firm with over 300 employees. For over 20 years, he has served the business community as a professor, consultant, and speaker. He has published numerous articles on the topics of sales territory design, sales resource allocation, sales force size and structure, and sales force compensation. His recent book, The Fat Firm, offers innovative advice on how companies can succeed.;2. Sally E. Lorimer is a principal with ZS Associates, a global business consulting firm with over 300 employees. She has been consulting for firms around the world in the sales territory alignment area for over 14 years. She holds a BBA degree from the University of Michigan and an MM degree from Northwestern University. |
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| Abstract: | The authors have a wide-spectrum of experience in territory alignment arising from research as well as direct interaction with over 300 sales forces. Based on their experience, they believe sales territory alignment is one of the most frequently overlooked sales force productivity areas. Many sales forces are losing millions of dollars each year because of territory imbalances. Well-managed companies are overcoming the many obstacles to good territory design by using a cogent process to realign territories. This process ensures that consistent, objective criteria are used to evaluate alignment needs, yet recognizes the importance of incorporating local management judgment. |
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