Using Business Simulations to Explore and Optimize Territory Design and Resource Allocation Scenarios
The Problem: Organizations want to be data-driven and agile – but there is not A/B testing for corporate growth strategy to help optimize growth results. Developing and executing a strategic growth plan requires the evaluation of thousands of coverage, resource allocation, account priority and sales force emphasis variations as well as building a consensus across sales, marketing, product portfolio strategy and increasingly customer success. Manual spreadsheet based or top down approaches won’t capture the perspectives and buy-in from across the enterprise. And feedback and facts are scarce because any growth strategy won’t yield meaningful results for six, twelve, or more months. In business the feedback cycle is too long to contribute to meaningful expedient learning.
Sales operations and territory leaders can explore the potential of different scenarios for allocating time, effort, and investment in their territories using business simulation software to refine their territory designs and fine tune their customer, product, and activity priorities. Business simulations accelerate learning, build team skills, and achieve consensus through hands on experimentation and iterative real-world learning.
How we can help: The Faculty of the Revenue Enablement Institute Offers the Competitive Market Driven Strategies Program uses the SABRE computer simulation allowing participants to put into practice the strategic principles discussed in classroom sessions. We don’t just talk about theories – we apply them. The Competitive Market Driven Strategies Program is a strategy development and executive education program predicated on one powerful insight – that strategy is situation specific and must be adapted to the market situation at hand. The program accelerates strategy development, consensus building and learning because it uses SABRE Computer Simulation to compress time to create extremely fast feedback loops that lead to iterative strategy development and rapid consensus. The program is a highly efficient strategy development tool because it forces growth leaders to make growth allocation and strategy decisions in the face of market uncertainty, different points of view and a large number of variables and potential scenarios. Feedback accelerates scenario planning, consensus building and learning. The SABRE business simulation compresses time so outcomes are almost immediate. The result is accelerated learning and an experience unparalleled in executive education. SABRE is such a powerful learning tool that business schools such as Wharton, U of Chicago, IMD plus 100 other MBA programs worldwide use it on their programs.
Our expert faculty can audit your sales force design and go-to-market architecture to estimate the potential to unlock more revenue and margin growth by re-calibrating coverage, selling roles, account priorities, product emphasis, the mix of engagement, and deployment of your revenue teams.