Knowing how many territories you should have is important. Too few, and the reps have it easy just waiting for prospects to call in, too many and you're facing a turnover issue as reps struggle to meet quota. This report assumes one rep is in charge of the equipment at a customer.
Jump to Overview | Samples | Variables | Alert Functionality | OnDemand Report Filters | Best Practices & Tips | Related Alerts |
Overview
Overview
Deciding on whether a sales person is successful because they have better selling skills or work ethic versus they just have a great territory can be a challenge. The opposite is also true, are they not making it because the territory just stinks? We teamed up with Tom Callinan to create this report using the assumptions he presents in his training seminars.
Knowing how many territories you should have is important. Too few, and the reps have it easy just waiting for prospects to call in, too many and you're facing a turnover issue as reps struggle to meet quota. This report assumes one rep is in charge of the equipment at a customer. Multiple reps per account based on business type is not applicable to this report.
This process will calculate a sales opportunity ‘value’ for each machine in a territory based upon the model category (segment) assigned. The model categories each will be assigned an AvgSellingPrice (determined by you), an AvgTurnRate in months (how long a model segment typically is in the field before being upgraded), and a RetentionRate expectation (95% is recommended assuming 5% of the base gets lost due to bankruptcy, account closing, bad service - things out of the rep's control).
Type of Output: On Demand SSRS Report
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Sample
Sample
Here is a sample of most of the report, there is so much in this report we can't put it all on this post!
(right click on images to open in URL and see in larger format)
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Variables
Variables
This alert has no variables
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Alert Functionality
Alert Functionality
-This report assumes one rep is in charge of the equipment at a customer. Multiple reps per account based on business type is not applicable to this report.
Requirements:
1. e-automate equipment record must have install date to properly calculate the potential.
2. Subscription to our alert ID320 for sales rep assignment mapping. We use this mapping info for tables used on this Sales Opportunity MIF Report. If you don't have separate CRM or territories, this report will use sales rep assigned to customer record in e-automate.
3. e-automate Model Category to be updated per ID295 Mapping App.
4. Be sure you are subscribed to our alert ID157 to ensure all equipment not on contract and not serviced in X days has been marked as inactive (otherwise the waters will be muddied!).
5. In order to exclude ship ins and ship outs from territory value, please use status of, OR a territory named "Ship In" or "Ship Out," so these can be filtered out from MIF Report.
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OnDemand Report Filters
OnDemand Report Filters
Results of report are always after the last full month, should refresh monthly.
1. The Filter 'Priority' Equipment based on Proj Turn Date <= will only highlight equipment by priority on the report. It is not a filter in/out of report function.
2. Select any one of these three filters available to exclude equipment from your territory. (Typically this out of area equipment is set up in e-automate with either a unique territory, bill code or equipment status.)
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Best Practices & Tips
Best Practices & Tips
Below is sample figures for the valuation method. You will need to enter Average Price, Turn Rate & Retention Rate (ALL REQUIRED otherwise the report will be blank) via the ID295/Model Mapping App:
| Model Type | Model Class | Model Segment | Juice Recommended Model Category | Avg Price | Turn Rate | Retention Rate |
| BW | MFP | 1 | MFP-A3-BW-01 | 991 | 43 | 0.95 |
| BW | MFP | 2 | MFP-A3-BW-02 | 3893 | 39 | 0.95 |
| BW | MFP | 3 | MFP-A3-BW-03 | 7033 | 40 | 0.95 |
| BW | MFP | 4 | MFP-A3-BW-04 | 10269 | 41 | 0.95 |
| BW | MFP | 5 | PRD-BW-PRD-05 | 16215 | 41 | 0.95 |
| BW | MFP | 6 | PRD-BW-PRD-06 | 23791 | 60 | 0.95 |
| BW | Printer | 1 | PRI-A4-BW-01 | 785 | 48 | 0.8 |
| BW | Printer | 2 | PRI-A4-BW-02 | 785 | 48 | 0.8 |
| BW | Printer | 3 | PRI-A4-BW-03 | 785 | 48 | 0.8 |
| BW | Printer | 4 | PRI-A4-BW-04 | 785 | 48 | 0.6 |
| Color | MFP | 1 | MFP-A3-CO-01 | 3893 | 42 | 0.95 |
| Color | MFP | 2 | MFP-A3-CO-02 | 8520 | 42 | 0.95 |
| Color | MFP | 3 | MFP-A3-CO-03 | 9071 | 42 | 0.85 |
| Color | MFP | 4 | MFP-A3-CO-04 | 17503 | 42 | 0.85 |
| Color | MFP | 5 | MFP-A3-CO-05 | 38010 | 42 | 0.85 |
| Color | Printer | 1 | PRI-A4-CO-01 | 1484 | 48 | 0.6 |
| Color | Printer | 2 | PRI-A4-CO-02 | 1484 | 48 | 0.8 |
| Color | Printer | 3 | PRI-A4-CO-03 | 1484 | 48 | 0.8 |
| Color | Printer | 4 | PRI-A4-CO-04 | 1484 | 48 | 0.8 |
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Related Alerts
Related Alerts
ID157 - Mark Equipment Inactive
ID295 - Model Mapping App
ID923 - Contract MIF Report
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