Three Steps to Improve Territory Alignments with Affiliations

Jennifer Baltzell

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More pharmaceutical sales organizations want to better leverage affiliation data explicitly in their sales planning. Within territory management, these efforts can drive a real impact across the sales organization, refining everything from sales force strategy to headcount allocation to customer-to-rep or team assignments. But using affiliation data across existing planning processes is arduous, leaving many organizations asking, "Where do we begin?" Here is a three-step guide on how to approach improving territory alignments using affiliations data.

About the Expert

Jennifer Baltzell is an Associate Principal in ZS's Princeton, N.J. office. Her experience has included work with pharmaceutical clients in sales force strategy and effectiveness, territory alignment, call planning, incentive compensation, program management and market research. Jennifer has more than fifteen years of experience assisting clients in territory alignment. She is a member of the ZS Alignment and Placement practice area of excellence, supporting many internal ZS teams as well as clients in addressing alignment issues, and was involved in the development of Javelin Alignment Manager.