Planning roles/responsibilities



How can you determine the right volume and mix of roles needed to deliver customer-facing activities?

Customizing territories



Considering the local dynamics, what’s the best configuration for each territory or region, and how can they be organized for collaboration? 

Focusing your sales efforts



Do your field teams have the data and insights they need to determine which customers to target, how to do so and how often?

Assessing performance



How can you best measure your sales force’s impact and programmatically improve its effectiveness?

WHAT WE DO

Challenges we solve



Commercial engagement model design



Get a clear understanding of your customers’ needs to determine how to set roles and responsibilities that result in the most effective mix of commercial activities and customer focus.

Territory and personnel planning



Using our knowledge of your products and customers, and their geographic distribution, we’ll help you strategically place personnel into balanced territories designed using a mathematical index for maximum commercial effectiveness.

Dynamic targeting and field support



Build out the predictive analytics your field teams need for dynamic customer targeting. Our solutions deliver the data and insights to help your teams direct their efforts to the right opportunities at the right time.

Measurement and effectiveness



Design metrics and dashboards to monitor sales team performance against plans and ensure that business growth is on target. We’ll partner with you to distribute performance data to the appropriate leadership levels.

HOW WE DO IT

ZS’s approach

We take an outside-in approach to commercial model design, examining your customer base and most influential stakeholders, and then helping you design and implement an engagement strategy, structure and operations to match.