EMPERIO Marketing Lab
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Plan sales territories in Ahmedabad

Ahmedabad, Gujarat · Fictional practice case

The decision

A packaging team covers 120 high-value shops needing two visits monthly and 180 smaller shops needing one. A rep can make 110 qualified visits per month. The existing CRM treats all shops alike.

How should the team staff territories and automate follow-up?

Worked solution

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Case at a glance
High-value outlets · 240 visits. Smaller outlets · 180 visits. 420 visits · four reps at 110 capacity each
  1. Calculate visits by segment. At 420 planned visits and 110 per rep, four reps are needed before allowing for seasonality and travel.
  2. Use geographic density and commercial potential to balance territory quotas. Record stages and required evidence, then automate reminders for overdue qualified leads.
  3. Track coverage, overdue follow-ups and contribution per rep. Reserve the 20-visit capacity buffer and revise if travel makes it impractical.

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