Insights

Sales Force Deployment for a Mortgage Company

Issue

A mortgage company was significantly underperforming competitors in the California market.

Our Approach

ZS leveraged its field tested process and Javelin™ Territory Designer / Personnel Manager to determine the best assignment of existing sales personnel to future sales positions. Local sales managers used the system to quickly test various personnel placement options and receive immediate feedback on the level of customer disruption that would result.

Results

ZS discovered that salespeople did not have the capacity or motivation to reach all customers in their market. Sales were dramatically lower as the distance between the sales representative’s home and the broker increased. ZS created a sales force deployment that increased the number of sales representatives and improved reach and frequency into the broker market.