GeoConcept SA of France, a specialist in decision-mapping technology, has launched a software package to calculate the optimal division of sales areas, called “GeoConcept Territory Manager.” Previously, sales managers had to divide up territory manually, but now GeoConcept Territory Manager can automatically calculate the optimal organisation in just 20 seconds.
The GeoConcept Territory Manager system solves the everyday problems faced by sales managers who wish to redefine their sales areas in line with various restrictions, such as existing sectors and changes to established and potential representatives. In the same way, GeoConcept Territory Manager can assist in conquering new markets, referencing a product or developing sales of a new product, by calculating how the organisation should be implemented.
A real aid in decision making, the GeoConcept Territory Manager system is used for the creation of balanced sales territories, taking into account geographical criteria (homogeneous sectors of equal area and identical perimeters), existing branches and depots, the company’s own statistical criteria (sales potential, location of representatives, customers and stores to visit, prospective customers to canvass, number of visits, etc.) and external information such as behavioural or socio-demographic data.
The user weighs each variable according to their priorities and then compares the results of various simulations so as to make an informed decision. With GeoConcept Territory Manager, sales managers can alter the weighting as and when necessary and judge the incidence and importance of each criterion in the sectorisation plan. Optimisation models may also be reused.
By integrating optimisation algorithms and simulation methods (i.e. combinations of criteria until an optimal score is reached), GeoConcept Territory Manager can be used in particular to simulate the effects of personnel recruitment, resignation and sickness on the organisation of the different territories. However, the sales manager always has the last word and, at any time, can manually refine the proposed optimisation plan by aggregating territories or splitting up others.
