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How do I Understand Where my Biggest Accounts are Located?

by Barry Marron on

Every day in eSpatial, we help our customers gain a greater understanding of their audience. For sales teams, much of the reason why they are using our mapping software is to understand existing accounts and prospects. One question we regularly answer is "Where are my biggest accounts located?" Each salesperson obviously knows where these accounts are individually, but where are they when thought of as a group? Grouping is typically broken down for one of two reasons: A large account...

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  • Reading Time: 5 minutes

https://www.espatial.com/articles/how-do-i-understand-where-my-biggest-accounts-are-located

Field Sales Analysis

How to run your end of year/quarter push?

by Barry Marron on

Quarter or year-end approaching? Find out how much opportunity is within reach of your field sales team so that you can maximize short-term performance. Running a field sales organisation is often a seasonal business. Sometimes you need to crank your sales performance to achieve an under-pressure quarterly or yearly target. But how much can you actually hope to achieve, and how do you go about it? Why is analysis important to your quarter-end push for field sales? Doing field sales...

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  • Reading Time: 6 minutes

https://www.espatial.com/articles/field-sales-analysis-how-to-run-my-end-of-year-quarter-push

6 Circumstances Where Territories Are Vital For Your Sales Team Success

by Barry Marron on
Home page gallery - Manage your sales territories

Let's face it, territory management is important. Harvard business review confirms it. We've already discussed why you should be doing it here, here and here. But there are certain times and areas where it's even more important than others. Let's examine. 1. Are you selling B2B2C? Sales territory management is typically more important where the sale is the B2B predecessor of a consumer sale. This is because the consumer sale is likely distributed closer to the consumer. Your B2B efforts need...

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  • Reading Time: 4 minutes

https://www.espatial.com/articles/6-circumstances-where-territories-are-vital-for-your-sales-team-success

4 Steps For Onboarding a Field Sales Rep

A managers guide

by Barry Marron on
Territory Mapped

Added a new member to your field sales team? Read on to learn how you can get them up and running more quickly. Starting a new field sales job is tough. Like other sales roles you need to get to know a new team, new market offering, and a new sales story. But in field sales you also need to get to know a new territory with a new set of established accounts and leads. So what can the sales...

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  • Reading Time: 3 minutes

https://www.espatial.com/articles/4-steps-for-onboarding-a-field-sales-rep-a-managers-guide

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