Heather McLean

Creating a sales territory plan used to be a tedious and time-consuming process. But specialist territory mapping software for sales teams means it's now quick and easy. If you want to know more about sales territory planning keep reading. But if you're ready to get started, follow the links below and jump straight to our helpful four-step guide. Step 1: Analyze your market Step 2: Segment your customers Step 3: Conduct a SWOT analysis Step 4: Create your sales territory...

As the manager of your company's sales team, it's your job to oversee efficiency, effectiveness and productivity. More than that, it's your responsibility to cultivate the best sales capabilities in your workforce, ensuring all customer and prospect expectations are met and exceeded. Improving your sales force productivity can be daunting. It can be a struggle to pinpoint where to begin. We're here to help, though, and have put together some actionable tips for you to elevate the skills and abilities...

Sales data analysis: 8 key metrics for driving revenue Total revenue Revenue per sale Revenue by product Revenue by territory Sales by lead source and location Revenue split between new and existing customers Customer Lifetime Value (CLV) Sales team quotas The sales process of any business generates a considerable amount of data. Particularly among those with outside, traveling sales teams. From customer metrics to information about lead generation, the average sales manager has a lot of metrics and key performance...

As a sales leader, you're always looking for the advantage, but there's a secret weapon you may not have thought about yet: area mapping in sales. Imagine this. You're sitting down to a game of chess. You know that you and your opponent are evenly matched in skill, so you're feeling confident.  But wait, there's a catch. You sit down and someone hands you a blindfold. Your opponent gets to see the board and the pieces, but you're playing in...

As COVID-19 spreads, frontline health care workers are increasingly stretched thin. While much of the focus has been on hospital staff, home care workers are another essential service that still need to visit patients. About 12 million patients in the US, in fact. And as people return home to recover after a serious illness, they may also need additional home support. While facing this crunch, home care companies need to maximize their resources. In such a fluid situation, they also...

It's a business death knell: "But we've always done it this way!" Getting stuck in a rut is bad for business, especially when it comes to your sales team. Just because you've had five sales reps in a region for years doesn't mean it's the ideal number. That's why you need a sales capacity model. If you haven't reviewed your sales territories recently, business activity may have drastically changed. And if your sales reps have too many accounts or leads to follow...

If you're still using spreadsheets to track your sales territories and performance, we have good news for you. You can reclaim your time through territory and performance mapping! Nortek Air Solutions started mapping and cut the time they spend preparing reports by a month every year. Putting a little initial effort into preparing your data and mapping your territories can help you achieve similar long-term results. But how does mapping help improve the efficiency of your reporting? We'll show you!...