Gillian McCarthy

There is nothing more frustrating as a sales manager or a salesperson than missing targets, especially when you know you and your team are working hard. So how do you figure out what's going wrong? Analyze sales activity There are only so many hours in a day for a salesperson to sell, and you'll want to make sure that they're getting the most from their time. If you use a CRM system, you should be able to run a report...

On Nov. 10, we released our brand-new Territory Manager. With many new and improved features, we've taken our territory builder to the next level to give you, our customers, the capability to efficiently manage your sales, service and franchise territories. If you're an existing customer, you may be familiar with our current Territory Builder, which helps you convert spreadsheet territories into a visual map. This has allowed for faster territory definition, as seen by Engel & Volkers, who now agree...

According to the Insurance Information Institute, insurance fraud accounts for approximately 10% of the property insurance industry’s incurred losses and loss adjustment expenses each year. These fraudulent claims are most often catastrophe-related property fraud. In these instances, the fraud comes from inflated or opportunistic claims. For example, Hurricane Katrina in 2005 resulted in insurance fraud where claims were made for expensive home appliances that were never purchased or people were making claims for damage that never occurred. This has led...

Here's the scenario You're an experienced sales analyst. You analyze the field sales team performance using CRM reports, excel sheets, pivot tables, charts, and graphs. It takes a significant amount of time to convert raw data into meaningful findings with actionable outcomes. In spite of this, the Sales Director wants that information yesterday. You can’t get him the reports fast enough but they’re not quite answering the questions he’s asking. You need a new perspective on the data and your...

If you run a field sales team, you'll likely understand the benefits that effective territory management will bring to your team's productivity and profitability, but let's recap quickly anyway. Improved customer coverage Reduced territory encroachment Increased productivity Reduced travel time & associated costs Increased sales volume/value So how do we build great sales territories? The simple answer is to make data-driven decisions. Not always easy to do, so here are five steps to guide you. Step 1: Analyze current customer...

Managing a large field sales team comes with several challenges. One of those challenges is ensuring your team is both efficient and productive. If one or more of your field sales reps are struggling to hit their quotas, it is usually down to wasted time or effort, in other words, lack of efficiency. You need to address this quickly and continuously and we're here to give you a few practical tips for creating and managing an efficient field sales team....

At eSpatial, we spend our time ensuring that all of our customers see value from their use of our mapping software. Each customer has a dedicated Customer Success Manager that trains and supports them to achieve their mapping objectives and success with eSpatial. When you’re saving hours of time with a quick, easy, and powerful mapping solution for in-depth analysis and reporting, or your field sales team are managing to visit more clients thanks to quicker prioritization of accounts and...