CLIENT IMPACT STORIES
Sales Territory Alignment
Helping clinical diagnostics firms better understand target markets
HOW WE HELP CLIENTS
Company Overview
The company is a clinical diagnostics lab that provides a screening test for prostate cancer.
The Business Challenge
The Company engaged MKA Insights because they wanted to better understand how to define sales territories based on demand for the testing services that it provided.
While several assumptions had been made, there was no data to support the current sales territory assignments.
Client
Impact
Quickly identify where to focus your investments to accelerate revenue
Our Solution
We evaluated the US market for the Company’s testing services, identified a heat map of potential customers, identified target performance objectives, completed an analysis of the Company’s actual performance and created a revised sales territory map for its sellers.
Included in the recommendations was where to focus the firm’s sales resources by state and major clusters, a sales rep to customer ratio and revised performance metrics for sellers.
Our Approach
FEATURED CAPABILITIES
> Sales & Marketing
> Brand Transformation
> Business Strategy
> Operational Expertise
> Project Management
> Professional Development
CLIENTS
> Small & Mid-size Firms
> Overseas Firms
> Corporations
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