Maintaining an Effective Alignment—A Three-Step Process
It is important for sales forces to maintain a good alignment, despite the many forces discouraging alignment change. There are three steps to a good alignment:
Defining appropriate alignment criteria
Auditing alignments annually
Using a combination of centralized planning and local expertise when faced with a major realignment
The following is a detailed description of each step.
What do the customer, the salesperson, and the company want from the alignment? Figure 5-7 provides some answers to this question.
There are five main alignment goals: balance the workload, balance sales potential, minimize disruption, develop compact territories, and equalize marginal ...