Last week we had a quick overview of what sales territory management and alignment really is.You can read that blog post here if you missed it.
This week we’re going to dig a little deeper and help you understand how sales territory management can benefit your team in several ways. Many Sales Managers have to improve performance with little to no extra resources and territory management is key to achieving these targets.
1. Increase Sales & Reduce Cost With Aligned Sales Territories & Improved Coverage
The primary task for any sales organization is to maximize the amount of time salespeople spend selling while ensuring that they sell the right products to the right customers.
Aligned territories will result in balanced workloads for sales personnel, providing them with greater earning potential, improved morale and career satisfaction.
This leads to higher motivation, lower staff turnover and most importantly, more sales. Territory mapping also provides route optimization capabilities which can reduce travel costs, improve fuel efficiency and increase the number of customers that field sales teams serve within their territory.
2. Measure Performance Through Reporting & Analytics
When sales territory data is visualized using mapping software, there are a host of analytical tools to take advantage of including several different performance reporting options.
Mapping software enables data plotted on a map to be aggregated to get a consolidated view of performance. It’s possible to segment and filter data, isolating sales of above or below a specific value.
You can also overlay demographic and geographic data to identify insights in your market. Each member of a sales team can create reports and analyze their own territories and measure their current performance against quotas and targets. These reports can then be easily shared with colleagues and managers
3. Identify Hidden Insights With Data Visualization
Data Visualization enables you to quickly optimize and visualize the data from your CRM and spreadsheets.
An interactive map allows the discovery of hidden insights and patterns not possible in spreadsheets such as over- or under-served territories. Seeing a territory in a variety of different perspectives allows you to see not only the bigger picture but also more granular detail.
For example, zooming in to see greater detail based on different market characteristics such as customer types, or assigned sales professionals. What external factors could be influencing the performance of your sales team?
4. Delegate Work Through Hierarchies
Using territorial hierarchies enables more flexibility over data visibility, collaboration and delegation between managers and teams. Each member of your sales department, from sales rep to regional manager can quickly see and manage the territory they have responsibility for. For example, a sales rep may only see their own territory in a city suburb, the Regional Manager can see all of their sales team’s territories in a city, while the National Sales Manager can see all the territories in the country.
5. Increase Collaboration & Sharing Within Your Team
For sales teams located remotely, seamless collaboration is very important. Cloud based solutions can allow these teams to collaborate on the definition of their territories from any location, the office or the field in real-time. For example, members of a nationwide sales team can add their own data – latest sales or leads – to a territory on a daily basis, thus creating a complete, up-to-date holistic view of their territory.
6. Save Time With An Easy To Use Sales Territory Management Solution
Territory mapping software should be designed with ease of use in mind. It should accessible anytime and anywhere on internet connected devices. It should be available 24/7, 365 days a year. All you should need is an up-to-date internet browser and you should be able to turn your business data into a map in minutes.
To find out more, check out our new free eBook – A Quick Guide To Sales Territory Management to start improving your sales figures!
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