Marketing & Sales · Sales & Go-To-Market

El Territorio es Tuyo — B2B Sales Force Management

Simulation where students manage the 24-rep sales force of InduMed S.R.L., a Colombian medical device distributor, making decisions on territory design, quota setting, compensation plans, performance management, and key account strategy across 3 rounds

3 rounds Executive English, Español
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Who it is for

An advanced simulation for participants used to working with the main frameworks and trade-offs of the subject, designed for executive education and experienced professionals.

How a session runs

  1. The instructor creates a session from the Eureka dashboard and invites the participants.
  2. Participants play 3 rounds. In each one they submit their decisions and the simulation calculates the results.
  3. The simulation can be run in English, Español.
  4. The instructor follows each participant's progress and results from the dashboard, and uses the class results for the debrief.

Decisions participants make

The decisions participants make during the simulation:

  • Bogota Norte
  • Bogota Sur
  • Costa/Caribe
  • Eje Cafetero/Antioquia
  • Product Knowledge
  • Consultative Selling
  • CRM Usage
  • Clinical Language
  • A-Tier Accounts (5-20)
  • Dedicated KAM Reps (1-4)

What participants track

What participants follow on screen as the rounds go by:

  • Sales Force Design Decisions
  • Territory Rep Allocation (Total: 24)
  • Quota Setting (% of Territory Potential)
  • Compensation Plan
  • Training Budget (COP M, max 400 total)
  • Hunter Designation (of 24 reps)
  • Performance Management Decisions
  • Top Performer: Andres Felipe Reyes (132% attainment)

Subjects covered

Designed for courses in Sales & Go-To-Market.

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