Sales & Wholesale
Territory and quota planning analysis
Model territory design and quota allocation against account potential, travel time, and historic performance, and surface where territories are unbalanced enough to be costing revenue.
5–12%
improvement in revenue per sales head
Opportunity assessment
Moderate impact. Meaningful cost or revenue improvement, likely noticeable at function level but modest relative to total business scale.
Moderate effort. Requires configuration, prompt engineering, and testing. A capable team can get there but expect several months.
Demanding data requirements. Relies on clean, integrated data across multiple systems. Significant data preparation work typically needed.
Moderate risk. Some customer or external exposure. Errors create rework or reputational impact but are recoverable.
High people impact. Daily workflows change materially for a number of people. Training, communication, and active change management needed.
Tooling required
Things to consider
Territory change is emotionally charged — it moves people's earnings. Model the earnings impact per individual before proposing anything, and give the sales director the option to phase.
Account potential is the hard input. Revenue history understates potential in under-served territories, which is exactly where the imbalance is. Use an external sizing proxy alongside your own history.
Travel time is a real constraint that spreadsheet-based territory design routinely ignores. Including it usually changes the answer more than the potential modelling does.
Experiment starter: Model your current territory structure and quantify the spread in potential per head. If the top and bottom territories differ by more than 40% on potential, run one region through a redesign and track revenue per head for two quarters against the unchanged regions.
Go deeper in the playbook
Section — Opportunity Identification, including the AI Opportunity Assessment ScorecardSection — Change Management, Scaling, and AdoptionThis opportunity scores low on change complexity — the change management section covers how to land it with the team.More in Sales & Wholesale
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Trade order pattern anomaly detection
Monitor trade customer ordering behaviour and flag material deviations — a dropped category, a halved reorder, a shift to a competitor's specification — early enough for the account manager to intervene.
RFP and tender response drafting
Draft responses to tender and RFP questions by retrieving from a library of previously approved answers, accreditations, and policy documents, then tailoring the wording to the specific question asked.
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