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“Sales Territory Design: 30 Years of Modeling and Implementation” by Andris Zoltners and Prabhakant Sinha ZS Associates, a large marketing science consulting firm, traces the evolution of models and processes over a 30-year period, during which they developed and implemented their sales territory alignment approaches in over 1,500 projects for over 500 companies in 39 countries and designed an estimated 500,000 sales territories. Those implementations have lead to revenue increases of 2% to 7% for these companies or over $5 Billion in total. The increase in effective selling time with their approach has a capacity equivalent to 12,500 added salespeople. Technology has enabled the models to get closer to sales managers, and they describe an effective implementation processes that enhances the model-based answer and generates sales manager buy-in at the same time. They describe a process that first creates a model-based answer, then integrates field manager input in a structured way by having the manager work one-on-one with an alignment expert and the model. This process led to a 100% implementation rate for the models.
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Video Length: 2757
Date Found: June 16, 2010
Date Produced: June 16, 2010
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MIT TechTV |
July 13, 2011
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MIT TechTV |
July 07, 2011
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MIT TechTV |
June 27, 2011
The emerging cleantech venture`s pilot has been supported by government grants now it is time to scale. Cleantech requires significant funding, often larger than traditional vc`s are structured to support. How does a cleantech venture scale to grow? Hear from national project developer ...
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MIT TechTV |
June 27, 2011
Three leading New York venture capital firms will provide their strategies for 2011. Understanding venture capital firms’ strategies is critical in order to obtain venture capital. Prior to the panel discussion, PwC will present a summary of the 3rd quarter 2010 MoneyTree Report. The MoneyTree ...
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MIT TechTV |
June 27, 2011
With the recent passage of healthcare reform legislation, corporate consolidations, and a `get tough` policy at the FDA, it is difficult to tell what the commercial healthcare landscape will look like during the next five years. A distinguished panel of experts representing biopharmaceuticals, ...
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