Pareto’s Law (otherwise known as the 80/20 rule) states that about 80% of your profits come from just 20% of your products or services. This logic follows with your customer base and sales opportunities, 20% of which generate 80% of your profitable sales.
Pareto’s Law can also help us better understand sales profit targets. As every sales operations leader knows, revenue doesn’t consistently deliver profit. So, how can sales ops boost revenue while driving sales effectiveness to power productivity and profitability?
One effective strategy is to optimize sales routes and territories. When your field reps are able to optimize their routes to hit as many priority clients as possible, you save time and money while maximizing profitability.
Here, we’ve put together 21 ways you can build a high-profit sales pipeline using maps, routes, and territories.