In this post, we’ll highlight the five key ways territory management can increase your sales and the performance of your team.
Territory mapping has always made sense. But many organizations are still reviewing multiple spreadsheets of data or pinning notes to a printed graph. Poor territory management can be costly — time and money are wasted in administrative work and key insights can be missed, leading to reduced or lost sales.
But how does territory mapping help improve your sales and the performance of your sales team? Check out the five major reasons below:
1. Coverage & insights through data visualization
Visual content is faster and easier to understand than text. It’s also been proven that managers who use visual data tools are 28% more likely to find opportune information than those who rely solely on traditional reporting and spreadsheets. By visualizing you spreadsheet data with an interactive map, you can quickly optimize and picture your data, allowing you to uncover visual insights and make more informed business decisions. How many customers in a territory? Which areas aren’t being serviced adequately? Are there gaps in your coverage? All of these questions and more can be answered quickly with easily with mapping software. No more staring at rows and rows on a spreadsheet.
2. Territory balancing & realignment
With your territories visualized on a map, you can get an instant picture of the sales team’s distribution of work across territories. Depending on the market condition, the activities and resources of your team, their objectives and the insights gained from visualizing your spreadsheet data, you may want to balance assigned territories according to the value that they represent, the volume of customers, opportunities, leads, or even the size of the territory itself. You can even use a combination of these factors.
Balanced territories are proven to be effective and efficient, allowing you to get the most from your sales team. eSpatial makes it easy to edit and balance territories. Territories are saved as boundary datasets, which means you can use them on multiple maps with just a few clicks. When you update and save a territory, all of the maps will update to reflect the changes. This ensures your team is always on the same page. Balanced territories can also lead to a more resourceful sales team and to more lucrative leads.
3. Scenario analysis
Territory management is often an ongoing process, and sometimes you want to see what impact changes will have. eSpatial allows you to create multiple version of your territories so you can see how changes will affect the balance of your territories without affecting your original versions.
4. Ease of use & accessibility
eSpatial territory management software has been designed with ease of use in mind. You can access it from any internet-connected device, such as PCs, Macs, tablets, iPhones and Android devices. No complex installation or special plug-ins required. All you need is an up-to-date browser and you can turn your Excel data into maps. eSpatial will automatically detect location data in your spreadsheets. Once you have your territories mapped, you can effortlessly zoom in and out of sales territories, edit, filter, and realign territories to your liking, saving you hours of administrative work. Visualizing your territories also allows you to optimize travel time and expenses for field sales reps. If you need any help getting started with territory management, eSpatial provides live chat support, training, video tutorials and ebooks designed to walk you through our system.
5. Reporting & analytics
With your sales territory data mapped, you can take advantage of several performance report options. eSpatial lets you aggregate the data plotted on a map to get a consolidated view of performance. You can also segment and filter data, isolating sales of above or below a specific value. Use census and other demographic datasets to reveal the age, gender or population by ZIP code to help you find your target market. Each member of the sales team can create reports and analyze their own territories. They can then securely share maps and reports with colleagues and managers.
While these are five key benefits, there are many more you can discover, including increased employee morale! As our territory management software increases mapping precision, your business will experience larger sales with less stress as well as increased performance and efficiency. Thousands of organizations from a range of different industries are already using our territory management software to boost their sales and reduces costs. You can see what they think here.
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Find out how Territory Management can help improve your sales
The best way of finding the benefits of mapping software for your organization is to try it out for yourself