Sales organization structure requires balanced sales territories and correct resource planning. A sales consulting firm can perform the proper sales analysis and produce optimized territories while you focus on achieving your sales goals. A presentation by Sales Benchmark Index.

1. Sales Force Sizing and Structure How Does Benchmarking Help Me?

2. $200B Oil and Gas Producer faces: Mature market with too little growth in existing sales territories Large Cost of Sales that must be reduced Sales Leader wants to remove cost while restructuring territories for growth The Situation

4. Quotas were increased

5. Rep to Manager ratio was decreased in an effort to manage more closely

7. Customer grading determines sales support model

8. New territories designed to ensure each rep has right type & number of accounts

10. Geo-proximity Analysis(Example) Assigned Prospects have geographic proximity to main Terminal 5 digit zip code/radius 3 digit zip code/radius Geographic Proximity Radius – likely to be favorable economics? Zip Code #1 Zip Code #2 COP Terminal Zip Zip Code #3 Zip Code #4 Zip Code #5

14. Field sales calls on prospects closest to main terminals

15. Lower grade customers transferred to inside sales

16. 34 field sales reps replaced with 14 inside sales people

18. Learn More Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com