In continuation with our first two sessions on Promotion Response Modeling and Sales Force Sizing & Portfolio Optimization, Axtria conducted its third PMSA Webinar Series 2015 session on ‘Territory Alignments & People Placement’. The session hosted by Charlie Thompson and Nitin Sethi, discussed key steps in implementing a chosen sales force strategy and how sales force structure and geographic resource allocation decisions are set into reality. Key areas covered included an overview of Territory Alignment concepts, walkthrough of ‘typical’ realignment and people placement processes and insights on key decisions involved in Territory Alignments.
This informative session was attended by professionals across sales operations, marketing and pharma domain and was well received. Key takeaways for attendees included:
a) Gaining an understanding of Change Management for Territory Alignment and how to design it into the process
b) How alignment embeds strategy to every rep/territory
c) Importance of designing territories for business and not people
d) Need for process rigor, data analysis, communication and disruption across the process