Adopt Sales Management Best Practices that Help You Achieve More

July 24, 2013

Ken Kramer, the Executive Director of Sales and Marketing at TerrAlign, recently spoke with Gareth Goh of InsightSquared on how to optimize sales resources. Topics covered include:

  • Defining Sales Resource Optimization for today’s sales organizations
  • Best practices and challenges of sales territory design and management
  • Strategic sales force sizing how-tos
  • Analyzing key metrics and performance indicators
  • Anticipated trends in sales force management

Read the full article in the Sales & Marketing Management Analytics Blog to learn about TerrAlign’s approach to strategic sales territory management.

Go Green – Cut Travel Costs

July 24, 2012

There are many steps companies can take to go green – turn off computers and electronics when not in use, install motion-sensor lights in restrooms and storage rooms, buy recycled products – the list goes on and on. Simple steps like these are not only good for the environment, but can also improve a company’s bottom line significantly over time.

For companies that spend a lot of money on travel for their employees, going green requires some planning. Tools such as video conferencing may lessen the need for face to face meetings, but often it is the face to face that gets the job done. For example, regional sales managers are typically in charge of large sales territories and need to make the rounds in order to nurture relationships with existing clients and court new ones. How can a company go green and cut travel costs if regular sales calls are vital to the bottom line?

It is not enough to simply limit the number of sales trips or use an online mapping program to plot a route from Point A to Point B. To really go green and substantially reduce unnecessary travel costs, sales managers need to do a thorough sales territory analysis to identify areas of inefficiencies. A comprehensive analysis would ask the questions:

  • How often do the sales reps need to visit each client to maximize ROI?
  • How many sales calls are needed for prospective vs. existing clients?
  • Are the sales territories optimized so that sales potential is maximized?
  • Do we have the right number of reps to achieve high sales performance?
  • Are trips structured to maximize sales force efficiency?

An efficient sales force does not happen by accident. Sales managers need to know how to take apart the engine and understand the nuts and bolts of their sales organization in order to clean the cogs and maximize sales performance.

Unfortunately, to improve sales performance most often managers focus on individual performance rather than delving into the nuts and bolts of the sales process and do not address the source of inefficiencies. If a sales territory is too big or small, or if you don’t have the right number of sales reps, or if sales reps are making too many or too few sales calls, then the problem may not be the individual but rather a failure in the system. Individual performance is sabotaged from the outset.

If your company wants to go green by cutting travel costs and improve sales force efficiency, TerrAlign can help you delve into the sales process and identify inefficiencies. Over the last thirty years we have developed a sophisticated 7-step framework that first assesses and optimizes a company’s processes, then maps sales territories, assigns staff and schedules sales calls to minimize travel time and maximize potential. We can help you take apart the engine, identify areas of inefficiency and streamline the system to minimize travel expenses and get the most out of your sales force.

When frequent travel is a cost of doing business, going green can be challenging. One way to reduce a company’s impact on the environment, and on their bottom line, is to streamline sales processes to cut out inefficiencies and minimize travel expenses.

Help Your Company Go Green by Cutting Travel Costs – Use Terralign’s Sales Force Effectiveness Consulting Services to Identify Inefficiencies and Streamline Sales Processes.

Business Mapping Software

March 29, 2012

Use Business Mapping Software To Quickly Improve Sales Force Efficiency

Rising fuel and travel costs are taking a toll on businesses, and companies are struggling to manage those costs. Sales teams often bear the brunt of these challenges. They are told to sell more and travel less, and then are penalized when they don’t reach their goals.

Most sales teams operate within long-standing, inefficient systems. Many factors contribute to the success of a sales team and very often failures in that system have little to do with the talent or effort of its sales force.

One strategy that can quickly improve the efficiency of a sales team is to map sales territories to balance potential and streamline travel. Using a sophisticated business mapping software system, such as TerrAlign’s territory design and mapping software, managers can design hundreds of optimal territories in minutes with superior results and use built-in digital road networks for realistic call-to-call drive time calculations.

Business mapping software also enables managers to quickly address staffing and sales potential changes, travel issues and other factors that impede the ability of sales reps to do their job efficiently and effectively.

Don’t waste money on unnecessary fuel and travel costs. Invest in business mapping software and quickly improve sales force efficiency.

Optimize Sales Force Deployment and Improve Sales Force Effectiveness

February 28, 2012

At TerrAlign, we are committed to helping companies maximize sales force effectiveness. Since 1987, TerrAlign has led the way in developing sophisticated, customized solutions that optimize sales resources and meet the needs of organizations in every industry. We have an in-depth, down-to-earth understanding of field force deployment challenges and our seasoned consultants have worked with companies in over 30 countries around the world to streamline sales force deployment, increase effectiveness and improve productivity.

In addition to our cutting-edge Sales Territory Management software solutions, TerrAlign offers a full array of field force consulting services that combine analytical prowess, advanced technology and decades of experience. TerrAlign consultants are experts in sales force deployment and we have developed a sophisticated framework structured to first assess and optimize a company’s processes, then map sales territories, assign staff and schedule sales calls to minimize travel time and maximize potential.

TerrAlign consultants can be engaged to meet the needs of your organization. Whether your organization needs a task force for multiple territory reviews with sales managers, a multi-skilled team for extensive size and structure analyses, a-to-z territory realignment missions, or complete sales operations outsourcing, TerrAlign has the resources and expertise needed to improve sales efficiency and streamline sales force deployment.

Learn more about TerrAlign’s approach to optimizing sales force deployment and how small changes in sales territory management can lead to big changes in the bottom line.

TerrAlign to Sponsor’s User Conference, Dreamforce ’10

November 30, 2010

Leading Provider of Sales Territory Management Solutions Announces Bronze-level Sponsorship of Industry’s Largest Cloud Computing Event

Reston, VA – November 30, 2010 — The TerrAlign Group, a leading provider of Sales Territory Management solutions, announced today that it will be one of over 250 exhibitors at’s 2010 Dreamforce User Conference. The event will be held December 6-9 in San Francisco, California.

Dreamforce, the industry’s leading global cloud computing event, is focused on inspiring customer, partner and developer success with the transition to Cloud 2. Attendees will learn how to maximize their current investments and explore new offerings across the Sales Cloud, Salesforce CRM, Salesforce Chatter,, AppExchange 2 and more. The conference and exhibition will feature hundreds of partners exhibiting the latest cloud offerings, as well as training sessions, seminars and breakout sessions.

“As a AppExchange partner, this is our 5th year sponsoring Dreamforce and we are thrilled to once again be an exhibitor at this event,” said Ken Kramer, TerrAlign’s Director of Product Marketing & Business Development. “TerrAlign for Salesforce is the only solution that delivers territory alignment capabilities tightly integrated with Saleforce’s CRM solution and we are excited to share this technology with today’s cloud and computing leaders.”

Visit to register.

About is the enterprise cloud computing company. Based on’s real-time, multitenant architecture, the company’s platform and CRM applications have revolutionized the way companies collaborate and communicate with their customers. As of October 31, 2010, manages customer information for approximately 87,200 customers including Allianz Commercial, Dell, Japan Post, Kaiser Permanente, KONE, and SunTrust Banks. has headquarters in San Francisco, with offices in Europe and Asia, and trades on the New York Stock Exchange under the ticker symbol “CRM.” For more information visit

About TerrAlign
The TerrAlign Group provides Sales Performance Management and Sales Resource Optimization software and services to a wide variety of Global 2000 companies. TerrAlign developed the world’s first desktop-based sales territory optimizer over two decades ago and since that time has broadened its offerings and expanded its domain expertise. It is now the first and only software vendor to deliver a Sales Territory Management solution for the Salesforce Platform, is an AppExchange Certified Partner, and is a leading provider of Sales Territory Design and Sales Territory Mapping software. For more information, visit

Improve Sales Performance Management with Territory Optimization

April 29, 2010

Speaking Engagement & Conference Sponsor: Ken Kramer of TerrAlign will be presenting a session entitled, “Adding Value to your SPM Investment with Territory Optimization” at the Varicent User Conference. May 16-19, 2010; Scottsdale, AZ.

The TerrAlign Group is a leading provider of Sales Resource Optimization solutions and services. Products include Sales Territory Design Software, Sales Territory Planning Software and Sales Territory Mapping Software.

Sales Territory Planning Webinar

January 22, 2010

View a Recorded Webinar Free – topics include:

  • Sales territory design best practices
  • When to expand or reduce a sales rep’s territory
  • What factors impact sales territory success
  • The impact of sales territory design on the cost of incentive compensation
Presented by Ken Kramer of TerrAlign and Bill Eckstrom of EcSell Institute.
Click to view the webinar: 2010 Sales Territory Planning – 5 Last Minute Tips

Optimizing Sales Territories Webinar

January 22, 2010

Attend a Free Webinar – topics include:

  • Sales territory design best practices
  • Factors impacting territory success
  • When to expand or reduce a territory
  • Territory design’s impact on sales incentive compensation costs
  • Optimized territories’ impact on sales performance
Presented January 22, 2010 by Ken Kramer of TerrAlign
Click to register for the webinar: Optimizing Sales Territories – Planning Approaches to Unlock Productivity in 2010

Sales Performance Management

January 22, 2010

Sales Performance Management is a hot topic these days. With the economy in turmoil, sales teams are struggling to make quotas and sales managers are desperate for new strategies that optimize sales performance.

The April 2009 issue of CRM Magazine’s Best Practices Whitepaper Series titled “Sales Automation, Compensation & Performance Management” reviews some of the tools successful companies are using to manage sales performance.

In this Whitepaper you will learn how sales territory design impacts performance, and how integrated Territory Optimization solutions can help sales reps manage their time, customers and opportunities.

Download the Whitepaper to Learn More about the Relationship between Territory Optimization and Performance Management

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