The healthcare landscape has changed. The traditional way of aligning sales teams is no longer effective. To remain competitive, organizations must deploy sophisticated go-to-market models where talent structures are aligned to engage new stakeholders across multiple channels, regions, specialities and organization size.
The impact of inefficient territory alignment is significant: compared to the average territory structure, consistently maintaining an efficient territory alignment yields 2-3% incremental revenue for the average organization. The impact can reach 10% incremental revenue for some organizations, depending upon industry and market situation.
This whitepaper explores why efforts at territory alignment fail to make necessary changes while incurring significant disruption costs, resulting in ongoing sub-optimization of account allocation and real opportunity cost in terms of foregone sales. The traditional approach to territory alignment tends to view change in a negative light, labeling change as ‘disruption’. We contend that developing a culture and processes that enable a company to rapidly and effectively re-deploy salespeople as market opportunities shift can be a strategic advantage. Developing the capability to execute intelligent changes on a regular basis can enable a firm to literally out-maneuver the competition.
