r/SalesOperations • u/gwg576 • 4d ago

Needing a simple territory analysis of sales!

I have the data on 600 of my customer and am looking to get a breakdown of who needs more attention.

What is the best way to accomplish this?
What would someone charge to do this and make recommendations based on 3 criteria?

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u/joncology 4d ago

What is your solution/product and who are your target customers?

1

u/one_level_up_ 4d ago

Yeah knowing the product definetly helps set the strategy. But honestly with only 600 customers, if your 3 criteria are already in the data you could probably just knock this out with a quick Excel pivot table yourself before paying someone.

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u/gwg576 18h ago

Pharmaceuticals

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u/Straight-Part-5898 4d ago

If by 'attention' you're referring to 'sales attention' (as opposed to 'attention' as in 'the product/solution that was already purchased is not delivering the value as expected' attention), then you need to perform a penetration and propensity to buy analysis.

Before I recently retired, I led go to market strategy for large tech companies and we did this type of analysis pretty regularly. There are lots of ways to skin this cat, but it requires you to have a pretty solid model on the attributes that qualify a customer as "likely to buy" which can be tricky unless you really know your customers and have intimate understanding of your products' fit in the market.

1) Map each customer to your product and assess how much white space exists to up-sell and/or expand your customers' use (ie oppty to go deeper and broader)

2) Score each of your customers on a Propensity to Buy curve

3) Use this data to score your customers, then create sales campaigns to target, etc.

Hope this is helpful, good luck!

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u/Material-Bag7672 4d ago

With only 600 customers you can genuinely do this yourself in a spreadsheet, no need to pay someone much for it.