Last week we had a quick overview of sales territory management and alignment.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 goals for any sales organization are to maximize the amount of time sales reps spend selling and ensure 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 can serve.
2. Measure performance through reporting & analytics
When sales territory data is visualized with 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 into a consolidated view of performance. You can 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, analyze their own territories and measure their performance against 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.
By creating an interactive map, you can discover the insights hidden in your spreadsheets, like over or under-served territories. Seeing a territory in a variety of ways allows you to see the bigger picture and granular detail. For example, you can zoom in to see greater detail, and filter your data based on market characteristics like customer type or assigned sales rep. What external factors could be influencing the performance of your sales team?
4. Delegate work through hierarchies
Territory hierarchies allow managers to collaborate and delegate more effectively. Each member of your team, from sales reps to regional managers, can quickly see and manage their territories. For example, the hierarchy will show the areas each person is responsible for within the organization. For example, at the top level you may see that there are two national VPs of Sales — one handling the East Coast and the other the West Coast. Moving down a level, you can see all the regional managers and the smaller areas they cover. Finally, on a third level, you can dig into the individual sales person in each region.
5. Increase collaboration & sharing within your team
For remote sales teams, seamless collaboration is important. Cloud-based solutions allow these teams to instantly collaborate on the definition of their territories from anywhere. For example, members of a nationwide sales team can add their own data, latest sales or leads, on a daily basis. This helps the team maintain complete, up-to-date territories.
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 from any internet connected device at all times. All you should need is an up-to-date browser and 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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