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Learn more about our Customer Targeting and Activity Planning practice

Customer Targeting and Activity Planning

Increase Sales Success and ROI on Your Sales Force Investment

The sales field force remains one of the most effective channels to engage customers. However, it is also one of the most expensive.

In a market in which you have to achieve more with less, companies must maximize the return on their sales force:

  • How can your sales organization identify the best customer opportunities?
  • How can the sales force plan field activities to leverage those opportunities?
  • What steps can your sales force take to ensure that the planned tactics address evolving customer and business needs with high flexibility and short turnaround times?




Optimize Field Force Activity While Generating Superior Execution and Productivity

ZS Customer Targeting and Activity Planning services can help you:

  • Direct your sales professionals to the best opportunities by targeting accounts and customers based on overall brand strategy and tactics, segmentation and value
  • Optimize field force activity plans for each account and customer to deepen customer engagement and increase sales success
  • Ensure activity plans incorporate the latest information about customers, including customer accessibility
  • Create ownership and ensure superior execution of activity plans by collaboratively incorporating field inputs
  • Maximize sales professionals' productivity through call-planning solutions that streamline call scheduling and routing processes
  • Make field force planning activities systematic, collaborative, easy and cost effective to manage. Our integrated set of Javelin™ applications will help support your selling teams across the full spectrum of sales execution.



Why Is ZS the Best Partner for Customer Targeting and Activity Planning?

  • We are a leader in field force activity planning; every year we help create and implement activity-planning solutions for more than 25,000 sales professionals.
  • Our end-to-end capabilities in sales and marketing enables us to tie brand strategy to field tactics through robust and implementable segmentation and targeting techniques.
  • Our rigorous quantitative models make full use of the wealth of data at your disposal to uncover opportunities less-sophisticated approaches will miss.
  • ZS’s integrated Javelin™ software solution enables seamless design and implementation of the entire field activity planning process.
  • Where applicable, our process integrates objective customer accessibility information on more than 300,000 customers through our syndicated database AccessMonitor™ to build actionable activity plans.
  • ZS offers a range of solutions that include producing activity plans for you as an outsourcing partner, helping build capabilities within your organization and transition full control to you, or creating a custom solution that best fits your needs.